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...
Last month, Decker said to listen with your eyes and close with finesse. Here are more tips to help do that. {loadposition shanedeckerheader} When Closing, Get...
Simple observation of a customer will help you smooth the close. [span class=notice]Catch Shane Decker at The Smart Jewelry Show, being held in Chicago April 23-26,...
Here are 9 rules to ensure your commissions inspire sales, not discontent. [span class=notice] Catch Shane Decker at The Smart Jewelry Show, being held in Chicago...
Here’s a sales technique that could sell you hundreds more diamonds. {loadposition shanedeckerheader} Go Ahead, Interrupt Me This month, I’m going to explain a technique I’ve...
Give your customers a loupe, and they may just give you the sale. {loadposition shanedeckerheader} The Power of the Loupe Let’s say you gave a stellar...
Stop negotiating. But if you have to, abide by these six rules. {loadposition shanedeckerheader} Don’t Sound Like A Car Dealer You’re not selling used cars, so...
If everyone knows the right-hand rule, your closing ratio could increase 50 percent or more. {loadposition shanedeckerheader} Feed Them By Hand The situation: you’ve got a...
Share the Rules If everyone knows the Right-Hand Rule, your closing ratio stands to increase 50 percent or more. The situation: you’ve got a customer looking...
Analyze your presentation while the customer is still in front of you and your closing ratio will go up. {loadposition shanedeckerheader} You’ve reached the end of...
Bring back the age-old paper receipt, and start making more add-on sales. {loadposition shanedeckerheader} Add On To Your Sales Computers — I love ’em and I...
Give the customer — and yourself — the freedom that comes with an undefined budget. {loadposition shanedeckerheader} Don’t Ask About Price Love is recession-proof. And even...
Identify your staff’s strengths and make sure everyone is reading from the same playbook. {loadposition shanedeckerheader} Build The Perfect Team The greatest sports teams are comprised...
Imagine if your salespeople could close three of every four sales. {loadposition shanedeckerheader} Ramp Those Closing Ratios Closing ratio is everything. How much money you make,...
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