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Smooth Seller: Michaelene Mason

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Sales associate, Devon Fine Jewelry, Wyckoff, NJ

Smooth Seller: Michaelene Mason

[dropcap cap=M]ichaelene Mason lucked into her career in jewelry sales while shopping with her future husband for her engagement ring 37 years ago. “We walked into a jewelry store where a friend of mine happened to be working. I chose a diamond, and she said, ‘I want to go back to school but I can’t leave this job until I find a replacement.’ So I filled out an application, they called and hired me. I had no experience, no knowledge. But I was born to do it. This is my God-given talent.” — Eileen McClelland[/dropcap]

[componentheading]INTERVIEW[/componentheading]

BE READY: Every day when I come to work, I prepare like I’m going to meet a big customer. When I walk out the door, my hair looks good, my makeup is on, my jewelry is on and I’m ready for the day. I don’t have a run in my nylons.

TAKE NOTES: I take copious notes — and not on little scraps of paper. I write it out properly and put it in a follow-up file.

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ALWAYS SMILE: They (co-workers) laugh at me when I’m on the phone or writing a letter, because I have a smile on my face. But they hear it in your voice; they hear it in the way you’ve written a letter.

OPENING LINE: “Hello” with a smile. That’s it. I try to stay away from “How are you today?” because people aren’t really listening. They might even answer, “I’m just looking.” Sometimes you can read it in their body language, “Don’t you even say hello to me.” So I’ll take a step back.

LUCKY CHARM: There’s a coffeemaker off to the side of the front door. Nine times out of 10 I’ll pour that coffee and a customer will walk in. And then I’ll say, “Want to join me for a cup of coffee?”

EAT BREAKFAST: I have breakfast every morning. I can tell who hasn’t had breakfast just by how they walk in the door. I’ll have a couple of eggs or a protein shake, something that gets me going but not too heavy.

FOOTWEAR: Make sure you have comfortable shoes and a full stomach, put a smile on your face and relax.

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

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SPONSORED VIDEO

Wilkerson Testimonials | Zadok Master Jewelers

Stick to the Program — And Watch Your Sales Grow

When Zadok Master Jewelers in Houston, Texas, decided to move to a new location (they’d been in the same one for the 45 years they’d been in business), they called Wilkerson to run a moving sale. The results, says seventh-generation jeweler Jonathan Zadok, were “off the charts” in terms of traffic and sales. Why? They took Wilkerson’s advice and stuck to the company’s marketing program, which included sign twirlers — something Jonathan Zadok had never used before. He says a number of very wealthy customers came in because of them. “They said, ‘I loved your sign twirlers and here’s my credit card for $20,000.’ There’s no way we could have done that on our own,” says Zadok. “Without Wilkerson, the sale never, ever would have come close to what it did.”

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Smooth Sellers

Smooth Seller: Michaelene Mason

Published

on

Sales associate, Devon Fine Jewelry, Wyckoff, NJ

Smooth Seller: Michaelene Mason

[dropcap cap=M]ichaelene Mason lucked into her career in jewelry sales while shopping with her future husband for her engagement ring 37 years ago. “We walked into a jewelry store where a friend of mine happened to be working. I chose a diamond, and she said, ‘I want to go back to school but I can’t leave this job until I find a replacement.’ So I filled out an application, they called and hired me. I had no experience, no knowledge. But I was born to do it. This is my God-given talent.” — Eileen McClelland[/dropcap]

[componentheading]INTERVIEW[/componentheading]

BE READY: Every day when I come to work, I prepare like I’m going to meet a big customer. When I walk out the door, my hair looks good, my makeup is on, my jewelry is on and I’m ready for the day. I don’t have a run in my nylons.

Advertisement

TAKE NOTES: I take copious notes — and not on little scraps of paper. I write it out properly and put it in a follow-up file.

ALWAYS SMILE: They (co-workers) laugh at me when I’m on the phone or writing a letter, because I have a smile on my face. But they hear it in your voice; they hear it in the way you’ve written a letter.

OPENING LINE: “Hello” with a smile. That’s it. I try to stay away from “How are you today?” because people aren’t really listening. They might even answer, “I’m just looking.” Sometimes you can read it in their body language, “Don’t you even say hello to me.” So I’ll take a step back.

LUCKY CHARM: There’s a coffeemaker off to the side of the front door. Nine times out of 10 I’ll pour that coffee and a customer will walk in. And then I’ll say, “Want to join me for a cup of coffee?”

EAT BREAKFAST: I have breakfast every morning. I can tell who hasn’t had breakfast just by how they walk in the door. I’ll have a couple of eggs or a protein shake, something that gets me going but not too heavy.

FOOTWEAR: Make sure you have comfortable shoes and a full stomach, put a smile on your face and relax.

Advertisement

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

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials | Zadok Master Jewelers

Stick to the Program — And Watch Your Sales Grow

When Zadok Master Jewelers in Houston, Texas, decided to move to a new location (they’d been in the same one for the 45 years they’d been in business), they called Wilkerson to run a moving sale. The results, says seventh-generation jeweler Jonathan Zadok, were “off the charts” in terms of traffic and sales. Why? They took Wilkerson’s advice and stuck to the company’s marketing program, which included sign twirlers — something Jonathan Zadok had never used before. He says a number of very wealthy customers came in because of them. “They said, ‘I loved your sign twirlers and here’s my credit card for $20,000.’ There’s no way we could have done that on our own,” says Zadok. “Without Wilkerson, the sale never, ever would have come close to what it did.”

Promoted Headlines

Most Popular