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Sales Truths: The Most Important Skill is Opening the Sale

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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. 
 
WHY IT’S TRUE 
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. 
 
 
 
PLAN OF ACTION 
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.

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Ready to Relocate? Wilkerson Makes Your Move Seamless

When Brockhaus Jewelry decided to leave their longtime West Main Street storefront for a standalone building elsewhere in Norman, Oklahoma, owners John Brockhaus and Brad Shipman faced a familiar challenge: how to efficiently reduce inventory before the big move. Their solution? Partnering with liquidation specialists Wilkerson for a second time. "We'd already experienced Wilkerson's professionalism during a previous sale," Shipman recalls. "But their approach to our relocation event truly impressed us. They strategically prioritized our existing pieces while tactfully introducing complementary merchandise as inventory levels decreased." The carefully orchestrated sale didn't just meet targets—it shattered them. Asked if they'd endorse Wilkerson to industry colleagues planning similar transitions—whether relocating, retiring, or refreshing their space—both partners were emphatic in their approval. "The entire process was remarkably straightforward," Shipman notes. "Wilkerson delivered a well-structured program, paired us with a knowledgeable advisor, and managed every detail flawlessly from concept to completion."

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Dave Richardson

Sales Truths: The Most Important Skill is Opening the Sale

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Published

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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. 
 
WHY IT’S TRUE 
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. 
 
 
 
PLAN OF ACTION 
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.

Advertisement

SPONSORED VIDEO

Ready to Relocate? Wilkerson Makes Your Move Seamless

When Brockhaus Jewelry decided to leave their longtime West Main Street storefront for a standalone building elsewhere in Norman, Oklahoma, owners John Brockhaus and Brad Shipman faced a familiar challenge: how to efficiently reduce inventory before the big move. Their solution? Partnering with liquidation specialists Wilkerson for a second time. "We'd already experienced Wilkerson's professionalism during a previous sale," Shipman recalls. "But their approach to our relocation event truly impressed us. They strategically prioritized our existing pieces while tactfully introducing complementary merchandise as inventory levels decreased." The carefully orchestrated sale didn't just meet targets—it shattered them. Asked if they'd endorse Wilkerson to industry colleagues planning similar transitions—whether relocating, retiring, or refreshing their space—both partners were emphatic in their approval. "The entire process was remarkably straightforward," Shipman notes. "Wilkerson delivered a well-structured program, paired us with a knowledgeable advisor, and managed every detail flawlessly from concept to completion."

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