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...
The 180-degree pass-by involves walking near the customer, saying ?Hello,? and passing by. Then, after three or four steps, turn around and with a quizzical look...
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...
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...
SITUATION One of your customers is wavering on the purchase ? she lacks confidence. Point to the selection of jewelry she’s looking at and give her...
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...
OVER THE LAST SERVERAL ISSUES, we’ve given you some ideas how to prepare for the big Las Vegas shows. Now, it’s time to use them....
Jeff Unger’s got a question for you — who runs your store? You or your software?
I know a saleswoman whose customer’s order got messed up. She called the customer right away and announced, ?I just heard what happened. I’m on my...
In the first column of a special series, Alfredo Molina tells the secrets of creating luxury experiences for your customers. selling luxury goods is a question...
GEORGE GERSHWIN WROTE great music. At the first rehearsal of Rhapsody in Blue in 1924, the clarinet player played the first notes of the piece as...
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