Shane Decker The Key to Closing More Sales? Use Your Ears, Not Your Mouth One of the biggest problems for salespeople is too much talking to clients and not enough listening. Published 3 years ago on May 16, 2018 By Shane Decker Instore June 2018 Issue Share Tweet Need to talk to someone? Find a friend, not a client. One of the biggest problems I’m seeing recently is that there’s too much talking to clients and not enough listening. In fact, I see a lot of salespeople talk right past the close! When it comes to selling anything — but jewelry in particular — the presentation should be all about your customer. Your job is to romance the item and the reason they came in to buy. When you talk too much or you tell clients about your problems, that’s a sale killer. On the other hand, the more you get clients to talk, the higher the closing ratio, and the more loyal they will be to you in the future. Some salespeople think that by talking more, they can control the sale — but it’s actually just the opposite. When you ask relationship-specific (about them) and selling-specific (about the item) questions, you control the conversation. You find out what they’re celebrating and exactly what it is they want. Equally as important, by making the conversation about your clients, you make them feel important. It builds trust in you — and the more they trust you, the more they tell. Meanwhile, you’re gathering important information you can use later in your presentation to romance the item and the reason they’re making the purchase. Heck, they will often talk themselves into the purchase, which makes it much easier for you to close the sale. Listening allows you to think of your next move in your presentation. It also allows you to use the “ask, listen, paraphrase, close” technique. You also can ask the right questions to see if you’ll need to use technical information (never volunteer this: it’s a sale killer if they don’t want it). When a client is speaking, never interrupt (also a sale killer). Advertisement Being world-class friendly makes the client feel that she’s the most important person who has walked in all day. Listening shows that you respect her, you care about her and that she’s important. Believe me, everybody has “stuff” — leave your “stuff” at the door when you come in to work. During the time you’re at work, make it about your clients, not yourself. After work, you can call your friend to tell her about your life and about the amazing sales you made that day. Listening is a powerful tool for all salespeople. The more information you gather, the easier it is to close. Happy selling! Related Topics: click to Comment(Comment) Up Next 22 ‘Sale Killers’ That Every Jeweler Must Avoid Don't Miss When Salespeople Work Together, Everyone Wins — Especially Your Client Shane Decker Shane Decker has provided sales training to more than 3,000 jewelry stores. Shane cut his teeth in jewelry sales in Garden City, KS, and sold over 100 1-carat diamonds four years in a row. Contact him at [email protected]. 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.” You may like Promoted Headlines Digital Warrior: A Conversation with GemFind’s Alex Fetanat GemFind A Sales Meeting Platform for The 21st Century The Plumb Club With Average Retails of $250, This Is One Brand You Won’t Want to Miss! Chic Pistachio Advertisement Latest Trending Videos Press Releases23 hours ago GJEPC Signs MoU with eBay Press Releases24 hours ago Joseph Varjabedian Passed Away Due to COVID-19 Headlines1 day ago Signet to Raise Its Minimum Wage to $15/Hour Do You Or Don't You?1 day ago INSTORE Readers Sound Off on Online Review Technology Press Releases1 day ago IGI to Certify Rare Pink Diamonds from Australia’s Argyle Mine Fun4 days ago 54 Funny Memes That Will Make You Say ‘Yup, That’s Life in Retail!’ Headlines3 weeks ago $5.8M in Fake Rolexes Seized in Cincinnati Photo Gallery3 weeks ago 19 Celebrities Show Off Their Stunning Engagement Rings [Updated] Headlines2 weeks ago Hawaii Jewelry Sellers Carjacked, Robbed of $200,000+ in Merchandise Headlines3 weeks ago Kendra Scott Steps Down as CEO of Jewelry Company She Founded Sponsored Content3 days ago Digital Warrior: A Conversation with GemFind’s Alex Fetanat Jimmy Degroot1 week ago Video: Sharpen Your Bridal Jewelry Presentations Sponsored Content1 week ago With Average Retails of $250, This Is One Brand You Won’t Want to Miss! Jimmy Degroot2 weeks ago Video: Maximize on the Opportunities That 2020 Brought the Jewelry Industry Category Spotlight3 weeks ago New Display Materials Help Merchandise GIA-Graded Diamond and Gemstones Advertisement Advertisement SubscribeBULLETINS INSTORE helps you become a better jeweler with the biggest daily news headlines and useful tips. (Mailed 5x per week.) Facebook Latest Comments Most Popular Fun4 days ago 54 Funny Memes That Will Make You Say ‘Yup, That’s Life in Retail!’ Headlines1 week ago Paris Hilton’s Engagement Ring May Be Worth $1M+ Headlines1 week ago $5.2M in Fake Cartier Jewelry Seized in Kentucky Benchmarks1 week ago These Jewelry Retailers Grab Shoppers’ Interest with Inventive Displays Headlines2 days ago Bergio Acquires Online Jewelry Retailer Aphrodite’s Hot Sellers1 week ago These Were the Top-Selling Jewelry Brands and Categories in January, According To Our Brain Squad Columns3 days ago 3 Tips to Becoming the Most Resilient Jewelry Store Owner You Know Sponsored Content1 week ago With Average Retails of $250, This Is One Brand You Won’t Want to Miss!