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Sending All the Right Signals

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Sending All the Right Signals

YOU DON’T have to be a baseball player rounding third, watching your coach to see if you should go home, to know how useful a hand signal can be. Jewelry salespeople could use a little coaching help sometimes, too. Try these hand signals and see if they don’t improve this season’s stats.

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[MAKING "L" SIGN WITH FINGERS] "Your customer’s a loser … save your best stuff for when it will work." [BLOWING KISSES] "Add a little romance to your sales pitch."
   
[PINCH EARLOBES]
"Sell her the earrings, too."
[PINCH EARLOBES WITH LITTLE FINGERS POINTING UP] "No, sell her the big earrings. She can afford it."
   
[RUBBING THUMB AND FOREFINGER TOGETHER] "You are on your way to one huge commission." [ELBOWS AT 90 DEGREES, HANDS ATOP EACH OTHER, CHIN RESTING ON HANDS] "It’s a pleasure to watch you work."
   
[TAP WRIST WHILE SHAKING HEAD]
"That man’s Rolex is an obvious fake."

[SLIDES FINGERS ACROSS NECK] "There’s no way you get this sale." or "The man you’re working with is a dangerous serial killer, and he has a knife."

   

[HANDS IN FRONT OF EYES, LIKE BINOCULARS, MOUTH IN "O" SHAPE] "Oh, yeah — the female customer you are working with right now is very, very attractive."

[ONE PALM OUT, MAKING CHOPPING MOTION INTO IT WITH THE OTHER HAND, PANICKED EXPRESSION ON FACE]
"Discount, damn it, discount!"
   

[THUMB AND INDEX FINGER TOGETHER, CLOSE TO LIPS, AS IF SMOKING SOMETHING, WHILE SQUINTING.] "Have you ever really thought about jewelry? I mean, like, really thought about it?"

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[PALM UP, WITH THUMB, INDEX AND PINKIE FINGERS EXTENDED, MIDDLE AND RING FINGERS FOLDED BACK.] "Just do what the robber says and open the safe. It’s OK — I’m Spider-Man."

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Wilkerson Testimonials | Zadok Master Jewelers

Stick to the Program — And Watch Your Sales Grow

When Zadok Master Jewelers in Houston, Texas, decided to move to a new location (they’d been in the same one for the 45 years they’d been in business), they called Wilkerson to run a moving sale. The results, says seventh-generation jeweler Jonathan Zadok, were “off the charts” in terms of traffic and sales. Why? They took Wilkerson’s advice and stuck to the company’s marketing program, which included sign twirlers — something Jonathan Zadok had never used before. He says a number of very wealthy customers came in because of them. “They said, ‘I loved your sign twirlers and here’s my credit card for $20,000.’ There’s no way we could have done that on our own,” says Zadok. “Without Wilkerson, the sale never, ever would have come close to what it did.”

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David Squires

Sending All the Right Signals

Published

on

Sending All the Right Signals

YOU DON’T have to be a baseball player rounding third, watching your coach to see if you should go home, to know how useful a hand signal can be. Jewelry salespeople could use a little coaching help sometimes, too. Try these hand signals and see if they don’t improve this season’s stats.

Untitled Document
 
 
[MAKING "L" SIGN WITH FINGERS] "Your customer’s a loser … save your best stuff for when it will work." [BLOWING KISSES] "Add a little romance to your sales pitch."
   
[PINCH EARLOBES]
"Sell her the earrings, too."
[PINCH EARLOBES WITH LITTLE FINGERS POINTING UP] "No, sell her the big earrings. She can afford it."
   
[RUBBING THUMB AND FOREFINGER TOGETHER] "You are on your way to one huge commission." [ELBOWS AT 90 DEGREES, HANDS ATOP EACH OTHER, CHIN RESTING ON HANDS] "It’s a pleasure to watch you work."
   
[TAP WRIST WHILE SHAKING HEAD]
"That man’s Rolex is an obvious fake."

[SLIDES FINGERS ACROSS NECK] "There’s no way you get this sale." or "The man you’re working with is a dangerous serial killer, and he has a knife."

   

[HANDS IN FRONT OF EYES, LIKE BINOCULARS, MOUTH IN "O" SHAPE] "Oh, yeah — the female customer you are working with right now is very, very attractive."

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[ONE PALM OUT, MAKING CHOPPING MOTION INTO IT WITH THE OTHER HAND, PANICKED EXPRESSION ON FACE]
"Discount, damn it, discount!"
   

[THUMB AND INDEX FINGER TOGETHER, CLOSE TO LIPS, AS IF SMOKING SOMETHING, WHILE SQUINTING.] "Have you ever really thought about jewelry? I mean, like, really thought about it?"

[PALM UP, WITH THUMB, INDEX AND PINKIE FINGERS EXTENDED, MIDDLE AND RING FINGERS FOLDED BACK.] "Just do what the robber says and open the safe. It’s OK — I’m Spider-Man."

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var dsq = document.createElement(‘script’); dsq.type = ‘text/javascript’; dsq.async = true;
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(document.getElementsByTagName(‘head’)[0] || document.getElementsByTagName(‘body’)[0]).appendChild(dsq);
})();

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Advertisement

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials | Zadok Master Jewelers

Stick to the Program — And Watch Your Sales Grow

When Zadok Master Jewelers in Houston, Texas, decided to move to a new location (they’d been in the same one for the 45 years they’d been in business), they called Wilkerson to run a moving sale. The results, says seventh-generation jeweler Jonathan Zadok, were “off the charts” in terms of traffic and sales. Why? They took Wilkerson’s advice and stuck to the company’s marketing program, which included sign twirlers — something Jonathan Zadok had never used before. He says a number of very wealthy customers came in because of them. “They said, ‘I loved your sign twirlers and here’s my credit card for $20,000.’ There’s no way we could have done that on our own,” says Zadok. “Without Wilkerson, the sale never, ever would have come close to what it did.”

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