Connect with us

Smooth Sellers: Crista De Lathauwer

Published

on

Smooth Sellers: Crista De Lathauwer

Smooth Sellers: Crista De Lathauwer

 

BY EILEEN MCCLELLAND

Smooth Sellers: Crista De Lathauwer

Published in the May 2012 issue

STORE NAME: Simmons Fine Jewelry
LOCATION: Boise, ID

In late 2010 , when sales associate Crista de Lathauwer met with Simmons Fine Jewelery general manager Jim Alati to set annual goals, she told him that 2011 would be the year she would write $1 million in personal sales. It worked. De Lathauwer is the first sales associate at Simmons Fine Jewelry to reach this particularly lofty goal. “She is outgoing and friendly and incredibly smart,” Alati says. “Her strength is making relationships with people.” De Lathauwer began her career in luxury sales at Harrods in London.

  • I really seem to connect with women who love jewelry and who are self-purchasers. I sell Roberto Coin and John Hardy to female collectors, because I understand their taste.
  • I would tell a new sales associate to focus your attention when you’re at work on your job and leave everything else outside. Give your customers 100 percent of your focus. Be present in what you’re doing and enjoy yourself, because it’s such a fantastic job to have. We’re celebrating people’s happy moments pretty much constantly.
  • My sales mantra comes from my philosophy of abundance: There is enough in the universe for everyone, including me.
  • I wear my favorite designer, Roberto Coin, every day, and I wear my Hearts On Fire wedding ring. I wear Breitling, TAG Heuer. I believe in those brands, and I think it helps me to sell those brands.
  • When I make a big sale, I have a tendency to buy Starbucks for everybody, as a way to share with my coworkers. That’s how I spread the joy.
  • The color red has a certain power to it. It makes me feel good when I wear it. It’s linked to achievement; that’s why I enjoy it.
  • In terms of books, Hug Your Customer by Jack Mitchell has had an influence on my thinking, in terms of embracing the customer as a person, getting to know them, treating them with great respect and making them feel special and treasured. I do hug my customers a lot. I’m a hugger. I consider them to be friends.
  • I call customers on the phone to see how they are enjoying their jewelry, I wish them happy birthday, I call for anniversaries when appropriate. If they’ve won an award, I’ll call them just to talk about it. I use the phone as a tool.
  • Teamwork in our store is really emphasized. We need to be able to trust each other and count on each other for support. We all get along very well.

{JFBCLike}

{JFBCComments}

Advertisement

Advertisement

SPONSORED VIDEO

Retiring? Let Wilkerson Do the Heavy Lifting

Retirement can be a great part of life. As Nanji Singadia puts it, “I want to retire and enjoy my life. I’m 78 now and I just want to take a break.” That said, Nanji decided that the best way to move ahead was to contact the experts at Wilkerson. He chose them because he knew that closing a store is a heavy lift. To maximize sales and move on to the next, best chapter of his life, he called Wilkerson—but not before asking his industry friends for their opinion. He found that Wilkerson was the company most recommended and says their professionalism, experience and the homework they did before the launch all helped to make his going out of business sale a success. “Wilkerson were working on the sale a month it took place,” he says. “They did a great job.”

Promoted Headlines

Most Popular

Smooth Sellers

Smooth Sellers: Crista De Lathauwer

Published

on

Smooth Sellers: Crista De Lathauwer

Smooth Sellers: Crista De Lathauwer

 

BY EILEEN MCCLELLAND

Smooth Sellers: Crista De Lathauwer

Published in the May 2012 issue

STORE NAME: Simmons Fine Jewelry
LOCATION: Boise, ID

In late 2010 , when sales associate Crista de Lathauwer met with Simmons Fine Jewelery general manager Jim Alati to set annual goals, she told him that 2011 would be the year she would write $1 million in personal sales. It worked. De Lathauwer is the first sales associate at Simmons Fine Jewelry to reach this particularly lofty goal. “She is outgoing and friendly and incredibly smart,” Alati says. “Her strength is making relationships with people.” De Lathauwer began her career in luxury sales at Harrods in London.

  • I really seem to connect with women who love jewelry and who are self-purchasers. I sell Roberto Coin and John Hardy to female collectors, because I understand their taste.
  • I would tell a new sales associate to focus your attention when you’re at work on your job and leave everything else outside. Give your customers 100 percent of your focus. Be present in what you’re doing and enjoy yourself, because it’s such a fantastic job to have. We’re celebrating people’s happy moments pretty much constantly.
  • My sales mantra comes from my philosophy of abundance: There is enough in the universe for everyone, including me.
  • I wear my favorite designer, Roberto Coin, every day, and I wear my Hearts On Fire wedding ring. I wear Breitling, TAG Heuer. I believe in those brands, and I think it helps me to sell those brands.
  • When I make a big sale, I have a tendency to buy Starbucks for everybody, as a way to share with my coworkers. That’s how I spread the joy.
  • The color red has a certain power to it. It makes me feel good when I wear it. It’s linked to achievement; that’s why I enjoy it.
  • In terms of books, Hug Your Customer by Jack Mitchell has had an influence on my thinking, in terms of embracing the customer as a person, getting to know them, treating them with great respect and making them feel special and treasured. I do hug my customers a lot. I’m a hugger. I consider them to be friends.
  • I call customers on the phone to see how they are enjoying their jewelry, I wish them happy birthday, I call for anniversaries when appropriate. If they’ve won an award, I’ll call them just to talk about it. I use the phone as a tool.
  • Teamwork in our store is really emphasized. We need to be able to trust each other and count on each other for support. We all get along very well.

{JFBCLike}

{JFBCComments}

Advertisement

Advertisement

SPONSORED VIDEO

After 139 Years, A Family Legacy Finds Its Perfect Exit With Wilkerson.

When third-generation jeweler Sam Sipe and his wife Laura decided to close Indianapolis’ historic J.C. Sipe Jewelers, they turned to Wilkerson to handle their retirement sale. “The conditions were right,” Sam explains of their decision to close the 139-year-old business. Wilkerson managed the entire going-out-of-business sale process, from marketing strategy to sales floor operations. “Our goal was to convert our paid inventory into retirement funds,” notes Sam. “The results exceeded expectations.” The Sipes’ advice for jewelers considering retirement? “Contact Wilkerson,” Laura says. “They’ll help you transition into retirement with confidence and financial security.”

Promoted Headlines

Advertisement

Advertisement

Subscribe


BULLETINS

INSTORE helps you become a better jeweler
with the biggest daily news headlines and useful tips.
(Mailed 5x per week.)

Latest Comments

Most Popular