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Smooth Seller: Elaine Pieper

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Clarkson Jewelers,St. Louis, MO

 

Smooth Seller: Elaine Pieper

When Elaine Pieper was about to turn 50, she started checking off items on her “bucket list” and got a new lease on life. Her energy has filtered into the workplace, as well. She hit $1 million in sales by September, and is on track to making 2010 her best year ever. Pieper got her start as a bench jeweler and designer, but in 1991, she came to Clarkson’s and found a new niche in sales. — Eileen McClelland

INTERVIEW

ADVICE FOR NEWBIES: Have fun and make each customer’s experience memorable. That’s what makes the job special.

BE GENTLE: I don’t push things on people. I listen to them and try to help them find something that’s going to make their gift special.

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SECRET TO SUCCESS: I don’t go to work every day saying, I’m going to sell a $40,000 watch today. I learned over time how to build a customer base, learned to listen, and it has just slowly evolved.

HELP THE GUYS: If it’s an engagement ring or an anniversary gift, I give them a suggestion on how to present it: Put it on her pillow and when she wakes up she’s going to have this wonderful surprise and your whole day is going to be wonderful.

SET THE MOOD: One of my first jobs was at Steak ’N Shake. An older gentleman came in every day for breakfast, and he said, “Let me just tell you one thing: The way you talk to your customers sets the mood.” So I try to greet customers and say hello, and use their name if I know it or get a feel for what their day is like. I can have a conversation before it even gets around to what brought them into the store.

MAKE IT FUN: A fun shopping experience is about trying things on and being interactive.

GIVE IT YOUR ALL: I worry about what happens in the store when I’m not there. If I have a customer who needs to get something done, I go into work on my day off or go into work early. Sometimes you have to give more than 100 percent.

This story is from the December 2010 edition of INSTORE

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SPONSORED VIDEO

Put Your Trust in Wilkerson

To do business successfully with anyone, you need a certain “comfort level.” That’s something that Phillips Pitts, owner of two Parris Jewelers stores in Hattiesburg, Miss., said he felt immediately when he first talked to Wilkerson’s Rick Hayes. He was just about to launch an anniversary sale. And he chose Wilkerson to handle all the details — from the marketing to the sales floor. “Rick cared what was going to happen to Parris Jewelers,” says Pitts. “Not just during the sale but after the sale.” Would he recommend Wilkerson to other jewelers contemplating a large-scale sale? Absolutely, says Pitts, who says the results “exceeded their expectations.” His trust in Wilkerson has only grown after the numbers came in. “They were interested in me fulfilling and what I need to fulfill to make my company better.”

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Smooth Sellers

Smooth Seller: Elaine Pieper

Published

on

Clarkson Jewelers,St. Louis, MO

 

Smooth Seller: Elaine Pieper

When Elaine Pieper was about to turn 50, she started checking off items on her “bucket list” and got a new lease on life. Her energy has filtered into the workplace, as well. She hit $1 million in sales by September, and is on track to making 2010 her best year ever. Pieper got her start as a bench jeweler and designer, but in 1991, she came to Clarkson’s and found a new niche in sales. — Eileen McClelland

INTERVIEW

ADVICE FOR NEWBIES: Have fun and make each customer’s experience memorable. That’s what makes the job special.

Advertisement

BE GENTLE: I don’t push things on people. I listen to them and try to help them find something that’s going to make their gift special.

SECRET TO SUCCESS: I don’t go to work every day saying, I’m going to sell a $40,000 watch today. I learned over time how to build a customer base, learned to listen, and it has just slowly evolved.

HELP THE GUYS: If it’s an engagement ring or an anniversary gift, I give them a suggestion on how to present it: Put it on her pillow and when she wakes up she’s going to have this wonderful surprise and your whole day is going to be wonderful.

SET THE MOOD: One of my first jobs was at Steak ’N Shake. An older gentleman came in every day for breakfast, and he said, “Let me just tell you one thing: The way you talk to your customers sets the mood.” So I try to greet customers and say hello, and use their name if I know it or get a feel for what their day is like. I can have a conversation before it even gets around to what brought them into the store.

MAKE IT FUN: A fun shopping experience is about trying things on and being interactive.

GIVE IT YOUR ALL: I worry about what happens in the store when I’m not there. If I have a customer who needs to get something done, I go into work on my day off or go into work early. Sometimes you have to give more than 100 percent.

Advertisement

This story is from the December 2010 edition of INSTORE

Advertisement

SPONSORED VIDEO

Put Your Trust in Wilkerson

To do business successfully with anyone, you need a certain “comfort level.” That’s something that Phillips Pitts, owner of two Parris Jewelers stores in Hattiesburg, Miss., said he felt immediately when he first talked to Wilkerson’s Rick Hayes. He was just about to launch an anniversary sale. And he chose Wilkerson to handle all the details — from the marketing to the sales floor. “Rick cared what was going to happen to Parris Jewelers,” says Pitts. “Not just during the sale but after the sale.” Would he recommend Wilkerson to other jewelers contemplating a large-scale sale? Absolutely, says Pitts, who says the results “exceeded their expectations.” His trust in Wilkerson has only grown after the numbers came in. “They were interested in me fulfilling and what I need to fulfill to make my company better.”

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