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Smooth Seller: Daniel Gordon

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This second-generation “Smooth Seller” is a social animal — social-media animal, that is

[h3]Daniel Gordon[/h3]

[h5]President, Samuel Gordon Jewelers Oklahoma City, OK[/h5]

[componentheading]PROFILE[/componentheading]

Smooth Seller: Daniel Gordon2009 personal sales: More than $1,000,000

[dropcap cap=D]aniel Gordon learned a lot about what he didn’t want to do while working in various jobs. “I was a horrible waiter. I got fired seven times,” he says. “I didn’t finish college. I was kind of lost and I didn’t know what I was going to do.” Finally, on his 23rd birthday, his grandmother gave him a gift-wrapped box she said contained cologne. Much to his relief, the box was full of his first Samuel Gordon business cards. — Eileen McClelland[/dropcap]

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[componentheading]INTERVIEW[/componentheading]

BIG LESSON: My first year I worked the repair counter. In about my ninth month, a man came in who had come in quite a bit for repairs, and he said, “I want to look at a diamond, but I want you to help me, not a salesperson.” We sat for 3-1/2 or four hours. When I made the sale I was shaking, and he asked if I had ever done this before. I honestly answered, “No, I haven’t,” and we laughed about it. It was a $30,000 sale.

TWEET: I use social media for almost everything -— to connect with new people, to cultivate business-to-business relationships. Business comes at us, I don’t go out there and pursue it.

CHANGES: My sales style has changed over the years due to how the world has changed. At first, we always went over the four Cs. When we started hearing more about the Internet, we had to determine what they knew. Then when everything blew up on the Web, I’d have to assume that the customer knew about the four Cs. Now we know they know. You must change and learn to handle changes in the culture.

DIAL-UP: We rely on the Internet to make relationships but we communicate lots by phone.  

IMPACT: Handwritten thank-yous are very important and really overlooked. It’s more impactful than ever with all the Web stuff.

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CAM: I was video-chatting with a customer the other day and made a sale because he could see the item. People are very busy.

[span class=note]This story is from the January 2010 edition of INSTORE[/span]

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When the Kids Have Their Own Careers, Wilkerson Can Help You to Retire

Alex and Gladys Rysman are the third generation to run Romm Jewelers in Brockton, Mass. And after many decades of service to the industry and their community, it was time to close the store and take advantage of some downtime. With three grown children who each had their own careers outside of the industry, they decided to call Wilkerson. Then, the Rysmans did what every jeweler should do: They called other retailers and asked about their own Wilkerson experience. “They all told us what a great experience it was and that’s what made us go with Wilkerson.” says Gladys Rysman. The results? Alex Rysman says he was impressed. “We exceeded whatever I expected to do by a large margin.”

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Smooth Sellers

Smooth Seller: Daniel Gordon

Published

on

This second-generation “Smooth Seller” is a social animal — social-media animal, that is

[h3]Daniel Gordon[/h3]

[h5]President, Samuel Gordon Jewelers Oklahoma City, OK[/h5]

[componentheading]PROFILE[/componentheading]

Smooth Seller: Daniel Gordon2009 personal sales: More than $1,000,000

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[dropcap cap=D]aniel Gordon learned a lot about what he didn’t want to do while working in various jobs. “I was a horrible waiter. I got fired seven times,” he says. “I didn’t finish college. I was kind of lost and I didn’t know what I was going to do.” Finally, on his 23rd birthday, his grandmother gave him a gift-wrapped box she said contained cologne. Much to his relief, the box was full of his first Samuel Gordon business cards. — Eileen McClelland[/dropcap]

[componentheading]INTERVIEW[/componentheading]

BIG LESSON: My first year I worked the repair counter. In about my ninth month, a man came in who had come in quite a bit for repairs, and he said, “I want to look at a diamond, but I want you to help me, not a salesperson.” We sat for 3-1/2 or four hours. When I made the sale I was shaking, and he asked if I had ever done this before. I honestly answered, “No, I haven’t,” and we laughed about it. It was a $30,000 sale.

TWEET: I use social media for almost everything -— to connect with new people, to cultivate business-to-business relationships. Business comes at us, I don’t go out there and pursue it.

CHANGES: My sales style has changed over the years due to how the world has changed. At first, we always went over the four Cs. When we started hearing more about the Internet, we had to determine what they knew. Then when everything blew up on the Web, I’d have to assume that the customer knew about the four Cs. Now we know they know. You must change and learn to handle changes in the culture.

DIAL-UP: We rely on the Internet to make relationships but we communicate lots by phone.  

Advertisement

IMPACT: Handwritten thank-yous are very important and really overlooked. It’s more impactful than ever with all the Web stuff.

CAM: I was video-chatting with a customer the other day and made a sale because he could see the item. People are very busy.

[span class=note]This story is from the January 2010 edition of INSTORE[/span]

Advertisement

SPONSORED VIDEO

When the Kids Have Their Own Careers, Wilkerson Can Help You to Retire

Alex and Gladys Rysman are the third generation to run Romm Jewelers in Brockton, Mass. And after many decades of service to the industry and their community, it was time to close the store and take advantage of some downtime. With three grown children who each had their own careers outside of the industry, they decided to call Wilkerson. Then, the Rysmans did what every jeweler should do: They called other retailers and asked about their own Wilkerson experience. “They all told us what a great experience it was and that’s what made us go with Wilkerson.” says Gladys Rysman. The results? Alex Rysman says he was impressed. “We exceeded whatever I expected to do by a large margin.”

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