When it comes to price, perception is everything. Shane Decker: Use Value to Sell When it comes to price, perception is everything. BY SHANE DECKER Published...
Part two of your primer on things not to do when selling. On Sales : More Sale Killers on the Floor BY SHANE DECKER Published in...
Look out for sales killers on the floor. Part one of two. On Sales Strategies: Up Your Closings by 50% Look out for sales killers on...
On Sales Strategies: Give an Awesome Experience BY SHANE DECKER Published in the February 2012 issue Exceed every customer’s expectations. Clients today have greater expectations than...
Set a target to hand out 500 business cards this year On Sales Strategies: Play Your Cards Right Set a target to hand out 500 business cards this...
Shane Decker: Listen Up Two ears are better than one mouth as sales tools. BY SHANE DECKER Published in the December 2011 issue. Ever wonder why...
Know when to let someone else close a sale. {loadposition shanedeckerheader} I wish I could tell you that I’d met a sales associate or owner who could wait...
Guide your customer to her own purchasing decisions. {loadposition shanedeckerheader} I hate failure. I bet you do, too. When you have to guess which of two...
Cut to the chase with this surpriseing tactic. {loadposition shanedeckerheader} MOST of the time, when a customer says “Just looking,” it’s an involuntary spoken reaction, a...
Caving in on markup undermines your integrity and profit. {loadposition shanedeckerheader} Let’s face it: The last three years have been tough. More jewelers have contacted me...
Organize tasks to avoid procrastination and improve concentration. {loadposition shanedeckerheader} ORGANIZED CRIME is a bad thing, sure. But for retailers, being unorganized is the real crime...
Who’s on first? The more important question is who’s on the sweet spot? {loadposition shanedeckerheader} Every person who walks through your door should feel...
The keys to a better life and better results are a positive attitude and a dedication to self-improvement. {loadposition shanedeckerheader} What makes a great salesperson … or a...
You’re ready for your final close, and he starts negotiating. {loadposition shanedeckerheader} Over the last two issues, I’ve shared two types of negotiation tactics that customers...
Part 2 of 3 columns on better sales-floor negotiating. {loadposition shanedeckerheader} On a golf course, you earn a bogey when you’re one stroke over par —...
Every store should have a list of non-negotiable principles. {loadposition shanedeckerheader} Laws give our society boundaries. They tell us we’re OK as long as we act...
Quickly build rapport by crossing the great divide — get out from behind that showcase! {loadposition shanedeckerheader} Same-Side Selling Are you a cashier, or a salesperson?...
Want to create a sales superstar? Use these questions to determine if you have a gem to start with. {loadposition shanedeckerheader} How To Hire Right Sales...
Shane Decker reminds us that shopping your competition with a checklist can help your salespeople. {loadposition shanedeckerheader} Shop Your Competition with a Checlist If you want...
One of the simplest sales in jewelry is the ‘clerk ticket.’ Don’t mess it up! {loadposition shanedeckerheader} How To Not Blow the Easiest Sale of All...
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