Smooth Seller: Elaine Pieper

Published

15 years ago

November 29, 2010

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.

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

Closing With Confidence: How Bailey's Fine Jewelry Achieved Outstanding Results With Wilkerson

When Trey Bailey, President and CEO of Bailey's Fine Jewelry, decided to close the Crabtree location in Raleigh, North Carolina after 15 years, he knew the decision needed to be handled with intention and professionalism. The goal was clear: exit the location while maintaining financial strength and honoring the store's legacy. Having worked with Wilkerson successfully in the past, Bailey understood the value of their comprehensive approach. "They understood both the emotional and financial sides of the store closing sale," Trey explains. "Their reputation for professionalism, results and care made it a very easy decision." The results exceeded expectations. Wilkerson helped Bailey's sell through significant inventory while maintaining the dignity of the closing process. "They don't just run a sale, they help close a chapter in the best way possible," Bailey says, strongly recommending Wilkerson to any jeweler facing a similar transition.