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Shane Decker’s 28 Things You Should Be Doing with Every Client

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Here’s list of 28 things to do all the time, every time, with every client, from sales trainer Shane Decker. He shared this list during his April 13, 2013, keynote address at The SMART Jewelry Show:

  1. Was the sales floor covered when someone comes in?
  2. Was your greeting within 5 seconds?
  3. In the greeting did you have a smile on your face and eye contact?
  4. When client came in how was your body language?
  5. If they said just looking did you let them walk away?
  6. Are you introducing yourself and giving your name?
  7. How long before you have something beautiful on someone’s hand?
  8. Are you awesome with relationship questions?
  9. Are you good with selling specific questions?
  10. Do you know how to close all the way through with everyone you wait on?there should be a close a minute.
  11. If they came in for a repair, are you wowing them?
  12. Do you and your sales people know the anatomy of the clerk ticket?
  13. Can you handle all objections with speed and accuracy?
  14. Do you know how to sell company benefits?
  15. Does your staff exude professionalism with every individual?
  16. Are you trying for add ons with every ticket you write up?
  17. Do you know how to romance the product, the reason they came in?
  18. Do you know how to closest the end?
  19. Are you getting a high ticket item in everyone’s hand?
  20. If you can’t close it, are you turning over the sale?
  21. Are you doing three presentations with every client? The clerk, the add on, the wow.
  22. Are you walking the client to the door?
  23. Are you telling them thank you and goodbye and giving them your card?
  24. Are you doing proper follow up? Thank you cards for everyone.
  25. Are you getting contact information?
  26. Are you cleaning and listing everyone’s jewelry when they come in?
  27. Are you finding out how people want to be communicated with?
  28. Everything you do, write it down. Every day have a short list. Don’t go home until you’ve drawn a line through everything on the list.

This article is an online extra for INSTORE.

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Moving Up — Not Out — with Wilkerson

Trish Parks has always wanted to be in the jewelry business and that passion has fueled her success. The original Corinth Jewelers opened in the Mississippi town of the same name in 2007. This year, Parks moved her business from its original strip mall location to a 10,000-square foot standalone store. To make room for fresh, new merchandise, she asked Wilkerson to organize a moving sale. “What I remember most about the sale is the outpouring excitement and appreciation from our customers,” says Parks. Would she recommend Wilkerson to other jewelers? “I would recommend Wilkerson because they came in, did what they were supposed to and made us all comfortable. And we met our goals.”

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Shane Decker’s 28 Things You Should Be Doing with Every Client

Published

on

Here’s list of 28 things to do all the time, every time, with every client, from sales trainer Shane Decker. He shared this list during his April 13, 2013, keynote address at The SMART Jewelry Show:

  1. Was the sales floor covered when someone comes in?
  2. Was your greeting within 5 seconds?
  3. In the greeting did you have a smile on your face and eye contact?
  4. When client came in how was your body language?
  5. If they said just looking did you let them walk away?
  6. Are you introducing yourself and giving your name?
  7. How long before you have something beautiful on someone’s hand?
  8. Are you awesome with relationship questions?
  9. Are you good with selling specific questions?
  10. Do you know how to close all the way through with everyone you wait on?there should be a close a minute.
  11. If they came in for a repair, are you wowing them?
  12. Do you and your sales people know the anatomy of the clerk ticket?
  13. Can you handle all objections with speed and accuracy?
  14. Do you know how to sell company benefits?
  15. Does your staff exude professionalism with every individual?
  16. Are you trying for add ons with every ticket you write up?
  17. Do you know how to romance the product, the reason they came in?
  18. Do you know how to closest the end?
  19. Are you getting a high ticket item in everyone’s hand?
  20. If you can’t close it, are you turning over the sale?
  21. Are you doing three presentations with every client? The clerk, the add on, the wow.
  22. Are you walking the client to the door?
  23. Are you telling them thank you and goodbye and giving them your card?
  24. Are you doing proper follow up? Thank you cards for everyone.
  25. Are you getting contact information?
  26. Are you cleaning and listing everyone’s jewelry when they come in?
  27. Are you finding out how people want to be communicated with?
  28. Everything you do, write it down. Every day have a short list. Don’t go home until you’ve drawn a line through everything on the list.

This article is an online extra for INSTORE.

Advertisement

SPONSORED VIDEO

Moving Up — Not Out — with Wilkerson

Trish Parks has always wanted to be in the jewelry business and that passion has fueled her success. The original Corinth Jewelers opened in the Mississippi town of the same name in 2007. This year, Parks moved her business from its original strip mall location to a 10,000-square foot standalone store. To make room for fresh, new merchandise, she asked Wilkerson to organize a moving sale. “What I remember most about the sale is the outpouring excitement and appreciation from our customers,” says Parks. Would she recommend Wilkerson to other jewelers? “I would recommend Wilkerson because they came in, did what they were supposed to and made us all comfortable. And we met our goals.”

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Most Popular