Smooth Seller: Michaelene Mason

Published

15 years ago

October 22, 2010

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]

[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.

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]

Family Legacy, New Chapter: How Wilkerson Turns 89 Years of History Into Future Success

After 89 years of serving the Albany community, Harold Finkle Your Jeweler faced a pivotal decision. For third-generation owner Justin Finkle, the demanding hours of running a small business were taking precious time away from his young family. "After 23 years, I decided this was the time for me," Finkle explains. But closing a business with nearly nine decades of inventory and customer relationships isn't something easily managed alone. Wilkerson's comprehensive approach transformed this challenging transition into a remarkable success story. Their strategic planning handled everything from advertising and social media to inventory management and staffing — elements that would overwhelm most jewelers attempting to navigate a closing sale independently. The results speak volumes. "Wilkerson gave us three different tiers of potential goals," Finkle notes. "We've reached that third tier, that highest goal already, and we still have two weeks left of the sale." The partnership didn't just meet financial objectives—it exceeded them ahead of schedule.