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Sales Truths: The First Person To Suggest a Discount Is Usually a Salesperson

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What we know about how you sell 

TRUTH #1 
 
THE FIRST PERSON TO SUGGEST A DISCOUNT IS USUALLY A SALEPERS 
 
WHY IT’S TRUE: In many stores, salespeople are authorized to give a maximum discount of 10% or 15%, when necessary, to close a sale. And when salespeople take the path of least resistance, guess what happens? The majority, if not all, of the sales are closed at that discount.  
 
PLAN OF ACTION: If you have a commission-based pay system, tie commissions into the sales price. If the piece is sold at the full price, then the salesperson should get a full commission. If discounted, cut the commission rate. 

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97 Years of Family History, One Right Decision: How Malloves Jewelers Found the Right Partner to Close with Grace

Marc Levin’s grandfather Max founded Malloves Jewelers in Middletown, CT, in 1928. Nearly a century later, Marc — the third-generation owner — knew it was time to retire. He’d watched friends and fellow jewelers navigate store closings with Wilkerson’s help, and their recommendations were hard to ignore. Once he connected with the Wilkerson team, the decision was clear. “They made me feel like family,” he says. Wilkerson’s team handled every detail day by day, kept Marc informed every step of the way and delivered results that met and exceeded his financial goals. Watch Marc share the story of Malloves Jewelers’ final chapter — and why he slept soundly through all of it.

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Dave Richardson

Sales Truths: The First Person To Suggest a Discount Is Usually a Salesperson

mm

Published

on

What we know about how you sell 

TRUTH #1 
 
THE FIRST PERSON TO SUGGEST A DISCOUNT IS USUALLY A SALEPERS 
 
WHY IT’S TRUE: In many stores, salespeople are authorized to give a maximum discount of 10% or 15%, when necessary, to close a sale. And when salespeople take the path of least resistance, guess what happens? The majority, if not all, of the sales are closed at that discount.  
 
PLAN OF ACTION: If you have a commission-based pay system, tie commissions into the sales price. If the piece is sold at the full price, then the salesperson should get a full commission. If discounted, cut the commission rate. 

Advertisement

SPONSORED VIDEO

97 Years of Family History, One Right Decision: How Malloves Jewelers Found the Right Partner to Close with Grace

Marc Levin’s grandfather Max founded Malloves Jewelers in Middletown, CT, in 1928. Nearly a century later, Marc — the third-generation owner — knew it was time to retire. He’d watched friends and fellow jewelers navigate store closings with Wilkerson’s help, and their recommendations were hard to ignore. Once he connected with the Wilkerson team, the decision was clear. “They made me feel like family,” he says. Wilkerson’s team handled every detail day by day, kept Marc informed every step of the way and delivered results that met and exceeded his financial goals. Watch Marc share the story of Malloves Jewelers’ final chapter — and why he slept soundly through all of it.

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