Segev Zadok, 33, used to think that sales was too scary.
[h3]Segev Zakod[/h3]
[h5]Zadok Jewelers, Houston, TX[/h5]
[componentheading]PROFILE[/componentheading]
2009 personal sales: More than $1,000,000
Advertisement
[dropcap cap=S]egev Zadok, 33, was born into the family business and blessed with the outgoing personality of a salesperson. Still, he didn’t always see himself in sales. “I never wanted to be in sales — too scary, I thought.” Zadok earned a bachelor’s degree in business management, but the GG degree he earned after college was the missing ingredient that led to his successful sales career. “Knowledge is power. I blossomed into sales,” he says. — EILEEN MCCLELLAND[/dropcap]
[componentheading]INTERVIEW[/componentheading]
FISHING: I always tell my sales associates, “Go fishing.” You might catch a fish. Get on the phone. You might get nine “Nos” but you might get one guy who says, “That sounds like a nice new watch you’ve got in.” Don’t let “no” bring you down. Stay persistent.
PERSONABLE: When I call a customer, I start by not discussing jewelry. My strategy is I need to be personable. So I’ll say, “How’s your wife? How’s your dog? How’s your brother?” And then work up to whatever I called them for — “I just got in a beautiful necklace.”
READ: Don’t talk past the sale. You have to read the client and see how much information they really want. It’s easy to over-sell somebody where they get so bogged down with information that they don’t want to buy it from you.
TRUST: Building relationships with clients is very important. I might only sell them a few thousand dollars at first but with time I’m building up trust and they are more comfortable spending more money each time. That’s how you can build your numbers.
Advertisement
PASSION: If you exude a passion for what you do, you have a better chance of being successful because the person on the other end will absorb your passion and will want to buy that passion.
CHIT-CHAT: I like walking clients to the door, chit-chatting while we are walking through the store, and trying to open the door for them. It makes it a little
more personal.
[span class=note]This story is from the April 2010 edition of INSTORE[/span]
