Keys to selling KNOWLEDGE IS POWER. WHY IT’S TRUE: Product information alone does not give you power. It is what you do with that information that makes...
The secret to outperforming your rivals I READ A BOOK RECENTLY called The Dip. It wasn’t a particularly good book ? another quickie by Seth Godin,...
Introducing ‘the little feature that could’ IT’S ALWAYS A PROUD MOMENT for us when one of the many small features we publish each month inINSTORE blows...
GETTING INSIDE a customer’s head may seem like a scary prospect. Perhaps the ?just-looking? guy whose response to your opening line was halfway between a grunt...
It isn’t easy being a traveling sales rep, says Jeff Unger. So give one a hug today! Look appealing? Well, here’s what you as retailers don’t...
A customer calls with a complaint or question. You’re not ready to respond, but promise that you will. Don’t tell them to call you back. Instead,...
EVERYONE KNOWS there are two sides to every coin. In other words, everything has a flip side. It’s funny that we don’t understand that about ourselves...
Whether it involves 300-pound linemen or fine jewelry, it’s the same retailing game, says Jeff McCandless.THIS IS NOT a pep-talk. Don’t get out your pom-poms, and...
Plus, one key security mistake jewelers too often make.
Key to sellingCUSTOMERS BUY WHAT THEY NEED FROM SALESPEOPLE WHO UNDERSTAND WHAT THEY WANT. WHY IT’S TRUE: A customer is looking for an engagement ring (need) but...
HARD TO BELIEVE that we’re already up to our sixth year of presenting one of our most important annual features — America’s Coolest Stores. Where has...
Ready to experiment? Instore’s here to help EVERY BUSINESS IS AN EXPERIMENT. Tinker here, fiddle there, and hope for the best. One of the proudest purposes...
IT’S THE HOTTEST MONTH of the year, and that means one thing: it’s time to think cool. Yep, it’s Instore’s third annual ?America’s Coolest Stores? awards...
Brands can lift your store ? or kill it, says Emerson Robbins YOU MAY NOT KNOW IT, but if you carry any branded merchandise in your...
You’ve got a customer who’s overly focused on the weight of a diamond ? overlooking other important things like color, clarity, cut and (especially) their budget....
Selling jewelry is all about emotion, says Ron Kruse. And radio is the perfect way to create it, if you take the right approach. How can...
Camille Brown shows how a combination of the right insurance and aggressive risk management can boost your store. IRS AUDITS. Root canal. Most jewelers regard insurance...
Key to sellingWHY IT’S TRUE: We have all seen pieces of jewelry that were without a doubt ugly. We have also seen our customers wearing ugly...
Life’s a beach … Can work be one, too? AFTER TWO ISSUES that you’d have been well-advised to wear a weightlifter’s belt while removing from the...
The ‘brainsquad’: all for one, one for all AS INSTORE GROWS, more and more people around the industry are asking me how we have managed to...
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