Best Stores Smart Managers: Kendra Logan Published 10 years ago on May 3, 2011 By INSTORE Staff Instore May 2010 Issue Share Tweet KENDRA LOGAN enjoys motivating staff as much as she loves selling and wearing diamonds. In 2010, she logged $1 million in personal sales in a store that offers price points from $99 to “sky’s the limit.” Her passion for jewelry is so obvious, she says, that any time she walked into a jewelry store, even in high school, someone invariably offered her a job. “It was fate,” she says. — Eileen McClelland[/dropcap] THE KEY TO MOTIVATION is to lead by example. Truly enjoy others’ successes as much as your own. Lifting each other up, supporting them, if they need something done, helping each other out. I’M A HUGE BELIEVER in the handwritten note and thanking clients without saying “Come back and see me,” or anything else about sales. I LOVE TO SELL Hearts On Fire. I love the packaging, the gift bags, ribbons, the neat certificates of authenticity. I LOVE TO WEAR diamonds because they match anything. Advertisement NEVER PREJUDGE a farmer with a pocket full of cash. A woman wearing an Iowa Hawkeye sweatshirt and a Timex led to a $50,000 sale on New Year’s Eve. They had been married for decades and it was for a new wedding ring. I just started showing the biggest thing possible, and I’ll be darned if I didn’t sell it. Two hours before close, the last day of the year — what a good way to end 2010. CONSTANTLY BE LEARNING. Don’t wait for someone to train you. Find someone on staff who can be your mentor and constantly ask them questions. You will get up to speed much faster. MY FAVORITE responsibility is sales training. There’s a binder on my desk that says “training and education.” Most of it is INSTORE daily bulletins that we print out. In between customers, you can grab that binder. Don’t BE ARAID TO ASK for the sale. Then stop talking! Let the question marinate. You’ll be surprised how many times the client will just say “OK.” CLOSING IS HUGE, but how you do it depends on who you are working with. Over time you get a feel for what you can get away with. You ask yourself, can I just get out the receipt pad and start writing it up, or do I need to keep closing every step of the way? My favorite close is “When would you like to pick this up?” Assume the sale. [span class=note]This story is from the May 2010 edition of INSTORE[/span] Advertisement Related Topics: jewelry stores in IowaSmart Managers click to Comment(Comment) Up Next Smart Managers: Monteca Confer-Beisel Don't Miss The Big Move INSTORE Staff Over the years, INSTORE has won 80 international journalism awards for its publication and website. Contact INSTORE's editors at [email protected]. Continue Reading Advertisement SPONSORED VIDEO Wilkerson Testimonials Retirement Made Easy with Wilkerson The store was a landmark in Topeka, Kansas, but after 80 years in business, it was time for Briman’s Leading Jewelers to close up shop. Third generation jeweler and owner Rob Briman says the decision wasn’t easy, but the sale that followed was — all thanks to Wilkerson. Briman had decided a year prior to the summer 2020 sale that he wanted to retire. With a pandemic in full force, he had plenty of questions and concerns. “We had no real way to know if we were going to be successful or have a failure on our hands,” says Briman. “We didn’t know what to expect.” But with Wilkerson in charge, the experience was “fantastic” and now there’s plenty of time for relaxing and enjoying a more secure retirement. “I would recommend Wilkerson to any retailer considering a going-out-of-business sale,” says Briman. “They’ll help you reach your financial goal. 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