Weekly Spiffs

The Weekend Spiff That Turns Genuine Enthusiasm Into Your Best Closing Technique

Authentic enthusiasm closes sales that the best sales training never could.

Published

3 weeks ago

March 21, 2026

INSTORE Staff

The Weekend Spiff That Turns Genuine Enthusiasm Into Your Best Closing Technique

When your salesperson is genuinely in love with the piece, customers can tell. IMAGE: GENERATED BY ENVATO AI

Weekly Spiff: Favorite Piece Weekend

The best sales pitch your staff will ever give isn’t scripted. It’s the one they give about a piece they genuinely love. This weekend, make that the whole game.

At your morning huddle, have each salesperson pick one piece from your inventory — their personal favorite, the one they’d buy themselves if they could. That’s their piece for Friday through Sunday. They commit to showing it to at least one customer per day before closing.

If they sell it, they earn double commission on that sale.
If they don’t sell it, they still showed a customer something they believed in. That’s not nothing.

Why it works: Customers can feel the difference between a rehearsed recommendation and a genuine one. When your staff says “this is actually my favorite piece in the store right now,” that lands differently than “this one’s very popular.” Authentic enthusiasm is the hardest thing to fake and the easiest thing to sell with.

One note: Don’t let staff all pick the same piece. If three people choose the same diamond pendant, you’ve got a popularity contest, not a sales tool. Have them write their choice down before they hear anyone else’s pick.

DISCLAIMER: Spiffs are not appropriate for every store, but can add a sense of excitement to the sales process for some. It depends on your store, and it depends on your staff. If you haven’t tried these, give it a try and see what happens. But if you do try it, make a big deal of it.

After 35 Years in Kent, Bonaci Fine Jewelers Found the Right Partner to Close the Right Way

Bob Bonaci spent 35 years building a jewelry business and community presence in Kent, Washington. When he decided it was time to retire, he knew the process would take careful planning — and the right help. Fellow jewelers who’d been through it pointed him to Wilkerson. The results exceeded expectations. Wilkerson’s hands-off approach let Bonaci step back while the team handled every detail, meeting his personal and financial goals throughout. “It is phenomenal, the success that we’ve had.” Watch Bob share his retirement story.