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Smooth Sellers

Smooth Seller: Michaelene Mason



Sales associate, Devon Fine Jewelry, Wyckoff, NJ

[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]


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.


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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Wilkerson Helped This Jeweler to Navigate His Retirement Sale Despite a Pandemic

Hosting a going-out-of-business sale when the coronavirus pandemic hit wasn’t a part of Bob Smith’s game plan for his retirement. Smith, the owner of E.M. Smith Jewelers in Chillicothe, Ohio, says the governor closed the state mid-way through. But Smith chose Wilkerson, and Wilkerson handled it like a champ, says Smith. And when it was time for the state to reopen, the sale continued like nothing had ever happened. “I’d recommend Wilkerson,” he says. “They do business the way we do business.”

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