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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.

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."

[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

If It’s Time to Consolidate, It’s Time to Call Wilkerson

When Tom Moses decided to close one of the two Moses Jewelers stores in western Pennsylvania, it was time to call in the experts. After reviewing two candidates, Moses, a co-owner of the 72 year-old business, decided to go with Wilkerson. The sale went better than expected. Concerned about running it during the pandemic, Moses says it might have helped the sale. “People wanted to get out, so there was pent-up demand,” he says. “Folks were not traveling so there was disposable income, and we don’t recall a single client commenting to us, feeling uncomfortable. It was busy in here!” And perhaps most importantly, Wilkerson was easy to deal with, he says, and Susan, their personal Wilkerson consultant, was knowledgeable, organized and “really good.” Now, the company can focus on their remaining location — without the hassle of carrying over merchandise that either wouldn’t fit or hadn’t sold. “The decision to hire Wilkerson was a good one,” says Moses.

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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 disqus_shortname = ‘instoremag’; // required: replace example with your forum shortname

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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);
})();

Please enable JavaScript to view the comments powered by Disqus.
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Advertisement

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

If It’s Time to Consolidate, It’s Time to Call Wilkerson

When Tom Moses decided to close one of the two Moses Jewelers stores in western Pennsylvania, it was time to call in the experts. After reviewing two candidates, Moses, a co-owner of the 72 year-old business, decided to go with Wilkerson. The sale went better than expected. Concerned about running it during the pandemic, Moses says it might have helped the sale. “People wanted to get out, so there was pent-up demand,” he says. “Folks were not traveling so there was disposable income, and we don’t recall a single client commenting to us, feeling uncomfortable. It was busy in here!” And perhaps most importantly, Wilkerson was easy to deal with, he says, and Susan, their personal Wilkerson consultant, was knowledgeable, organized and “really good.” Now, the company can focus on their remaining location — without the hassle of carrying over merchandise that either wouldn’t fit or hadn’t sold. “The decision to hire Wilkerson was a good one,” says Moses.

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