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Dave Richardson

Sales Truths: The Most Important Skill is Opening the Sale




font-family : Verdana, Geneva, Arial, Helvetica, sans-serif;font-size : 15px;color: #333333;font-weight : bold;17. The most important sales skill isn’t closing the sale ? it’s opening it. 
A friendly greeting makes the customer more open to listening to you. A good salesperson knows that the customer is buying as opposed to being sold. Many customers find jewelry stores to be intimidating. Salespeople who understand this discomfort can reduce the tension. 
There are many good ways to open a sale: Greet customers with a firm handshake, listen for their name and say it throughout the sale. Make eye contact, smile and actively listen to what they are saying by nodding your head and asking open-ended questions to encourage a response. Whenever possible, greet customers by walking around to their side of the counter. 
Actively listen to what customers are saying, respond to their questions, and you may not have to worry about closing … they will close themselves.



Wilkerson Testimonials

Wilkerson Helped This Jeweler to Navigate His Retirement Sale Despite a Pandemic

Hosting a going-out-of-business sale when the coronavirus pandemic hit wasn’t a part of Bob Smith’s game plan for his retirement. Smith, the owner of E.M. Smith Jewelers in Chillicothe, Ohio, says the governor closed the state mid-way through. But Smith chose Wilkerson, and Wilkerson handled it like a champ, says Smith. And when it was time for the state to reopen, the sale continued like nothing had ever happened. “I’d recommend Wilkerson,” he says. “They do business the way we do business.”

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