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Smooth Seller: Michaelene Mason

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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.

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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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Wilkerson Testimonials

Retirement Made Easy with Wilkerson

The store was a landmark in Topeka, Kansas, but after 80 years in business, it was time for Briman’s Leading Jewelers to close up shop. Third generation jeweler and owner Rob Briman says the decision wasn’t easy, but the sale that followed was — all thanks to Wilkerson. Briman had decided a year prior to the summer 2020 sale that he wanted to retire. With a pandemic in full force, he had plenty of questions and concerns. “We had no real way to know if we were going to be successful or have a failure on our hands,” says Briman. “We didn’t know what to expect.” But with Wilkerson in charge, the experience was “fantastic” and now there’s plenty of time for relaxing and enjoying a more secure retirement. “I would recommend Wilkerson to any retailer considering a going-out-of-business sale,” says Briman. “They’ll help you reach your financial goal. Our experience was a tremendous success.”

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Smooth Sellers

Smooth Seller: Michaelene Mason

Published

on

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.

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]

Continue Reading
Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Retirement Made Easy with Wilkerson

The store was a landmark in Topeka, Kansas, but after 80 years in business, it was time for Briman’s Leading Jewelers to close up shop. Third generation jeweler and owner Rob Briman says the decision wasn’t easy, but the sale that followed was — all thanks to Wilkerson. Briman had decided a year prior to the summer 2020 sale that he wanted to retire. With a pandemic in full force, he had plenty of questions and concerns. “We had no real way to know if we were going to be successful or have a failure on our hands,” says Briman. “We didn’t know what to expect.” But with Wilkerson in charge, the experience was “fantastic” and now there’s plenty of time for relaxing and enjoying a more secure retirement. “I would recommend Wilkerson to any retailer considering a going-out-of-business sale,” says Briman. “They’ll help you reach your financial goal. Our experience was a tremendous success.”

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