WHY IT IS TRUE: You show all these beautiful pieces on your website. Visitors quickly scan the selections, compare them to others they have seen elsewhere,...
The 30/5 Rule At the typical jeweler, VIP customers account for 30 percent of sales while making up just 5 percent of the client base (INSTORE...
Boost goodwill now, and profit when it’s time to sell. This article originally appeared in the November 2014 edition of INSTORE. I recently came across a...
Holiday season joy comes from being ready to sell.
Learn a new set of selling skills for higher sales, fatter margins. Custom design can easily have a much higher average sale than product sales. Typically,...
Have you ever run into an employee who made you feel stupid or small?
One of the great revolutions in selling to women came when Sephora opened its flagship store on the Champs Élysée in Paris in the 1990s. Women...
August results from across our data pool have shown the strong upward trend we have seen in the last few months continuing, with more growth in...
Published in the October 2014 edition of INSTORE. Diamond ring sales rose above their long-term trend line in June and July, accounting for more than 9...
Know the numbers you need to see regularly to measure your financial health. Knowing which financial reports to review — and how often — is critical...
The dishonesty of a few shouldn’t influence all the ethical jewelers out there. “But Mother, everyone else is going,” said teenage “me” in many conversations, pleading...
Plus, sprucing up your sales floor and selling to Millennials.
In-Store Yoga The holidays inevitably mean long, posture-busting hours in the store. Spectrum Art & Jewelry in Wilmington, NC, responds to the challenge by turning the...
WHY IT IS TRUE: While there are many questions that cannot be asked during a job interview, there are some that pertain to an individual’s ability...
“Let me see if I understand where you’re coming from.” WHEN TO SAY IT: You may find yourself in the middle of a sales pitch or...
Create impact in your cases with judicious use of props. The point of any visual presentation is to create an aesthetically appealing, visually effective stage to...
Because if you don't do it, your staff won't either.
Don’t clerk repairs, sell them. When you sell jewelry you’re selling beauty, style and love. When you sell a repair you’re selling technical expertise, reputation and...
Sales extended their surge into July with same-store sales rising by 0.8 percent on a rolling 12-month basis. That was the fourth month in a row...
BY KATE PETERSON Editor’s Note: Real Deal scenarios are inspired by true stories, but are changed to sharpen the dilemmas involved. The names of the characters...
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