Compliments, company benefits and a relationship-building approach work with these young customers.
When it comes to Black Friday advice for retailers, many might say, “Hang on tight, cross your fingers and hope nothing goes wrong!” But...
I was talking to Shane Decker this week, and he shared some insightful advice with me for how salespeople should discover customers’ budgets without actually asking...
Are Your KPIs Helping or Hurting? It’s pretty much impossible to manage a business without key performance indicators (KPIs). You need do to be sure, however,...
Forget about waiting for inspiration to get the difficult stuff finished.
The 12-Inch Powder Rule You’re in Vail, it’s a crisp winter morning, a foot of fine powder awaits on the slopes … who would want to...
You can figure it out by asking the proper questions and listening carefully to the answer.
Presentation is Everything If you sell goods online, it pays to invest a few extra dollars in your packaging and boxes, says Deric Metzger, of DeMer...
Good Things in a Jar Forget grandiose New Year’s resolutions. Instead, take one small step to a more fulfilling, positive and memorable life with a “Good...
The 30/5 Rule At the typical jeweler, VIP customers account for 30 percent of sales while making up just 5 percent of the client base (INSTORE...
Holiday season joy comes from being ready to sell.
In-Store Yoga The holidays inevitably mean long, posture-busting hours in the store. Spectrum Art & Jewelry in Wilmington, NC, responds to the challenge by turning the...
Because if you don't do it, your staff won't either.
Make role-playing fun, effective and free of criticism.
Learn four statements you can use to counter this objection.
Here are a few tips for having the right body language.
SALES FLOORYour Home as a Fortress The spate of home invasions targeting jewelers last year highlighted the domestic threat to people in the industry. If someone...
Find out why they said no and close the sale.
SALES FLOOR The Safe Option Got a clueless guy looking to buy a gift for a girl he doesn’t know that well? Suggest a bracelet or...
Don't panic. There are all sorts of possibilities for why a client would say this.
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