In this month’s lead feature in Instore, we did extensive interivews with some of America’s most successful jewelry salespeople ? doing our best to get inside their heads, learn what makes them tick, and find the secrets of their success.
The most striking thing about this month’s lead is the sheer variety of different approaches that America’s best salespeople use to make sales. There’s Alfred Molina of Molina Fine Jewelers in Phoenix, AZ, who, through a combination of confidence and personal style, literally charms money out of his customer’s wallets. Then, there’s Kanti Gopalja of Levinson Jewelers in Plantation, FL, who wins over buyers with his perfect courtesy, extensive knowledge and dedicated customer service. And let’s not forget Geoffrey Stern of Geoffrey’s Diamonds & Goldsmith in San Carlos, CA, who takes the Comedy Central approach to selling jewelry ? making his customers laugh so much that each visit to his store is an event they will remember long after they leave.
With the holiday season sprinting up upon us, we think you’ll find this special package particularly useful. But more than that, we hope you’ll find it inspirational, filled with success stories that will give you and your salespeople ideas to use and goals to to shoot for during the year’s most important selling period. (I mean, who wouldn’t want to have a sales streak like Molina, who once sold $14.8 million worth of jewelry in a single day. You’re probably wondering, what did Alfred eat that day? And where can I get some?) Actually, we don’t have that answer for you, but we do have many others. Special sales techniques? Customer-service secrets? Books to read? How to get out of a big sales slump? You’ll find it all here, in our special look at America’s top sellers.
Wishing you the very best business …
David Squires
Executive Editor and Associate Publisher
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Four Decades of Excellence: How Wilkerson Transformed a Jeweler's Retirement into Celebration
After 45 years serving the Milwaukee community, Treiber & Straub Jewelers owner Michael Straub faced a significant life transition. At 75, the veteran jeweler made a personal decision many business owners understand: "I think it's time. I want to enjoy my wife with my grandchildren for the next 10, 15 years."
Wilkerson's expertise transformed this major business transition into an extraordinary success. Their comprehensive approach to managing the going-out-of-business sale created unprecedented customer response—with lines forming outside the store and limits on how many shoppers could enter at once due to fire safety regulations.
The results exceeded all expectations. "Wilkerson did a phenomenal job," Straub enthuses. "They were there for you through the whole thing, helped you with promoting it, helping you on day-to-day business. I can't speak enough for how well they did." The partnership didn't just facilitate a business closing; it created a celebratory finale to decades of service while allowing Straub to confidently step into his well-earned retirement.
