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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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Wilkerson Testimonials

If It’s Time to Consolidate, It’s Time to Call Wilkerson

When Tom Moses decided to close one of the two Moses Jewelers stores in western Pennsylvania, it was time to call in the experts. After reviewing two candidates, Moses, a co-owner of the 72 year-old business, decided to go with Wilkerson. The sale went better than expected. Concerned about running it during the pandemic, Moses says it might have helped the sale. “People wanted to get out, so there was pent-up demand,” he says. “Folks were not traveling so there was disposable income, and we don’t recall a single client commenting to us, feeling uncomfortable. It was busy in here!” And perhaps most importantly, Wilkerson was easy to deal with, he says, and Susan, their personal Wilkerson consultant, was knowledgeable, organized and “really good.” Now, the company can focus on their remaining location — without the hassle of carrying over merchandise that either wouldn’t fit or hadn’t sold. “The decision to hire Wilkerson was a good one,” says Moses.

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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

Wilkerson Testimonials

If It’s Time to Consolidate, It’s Time to Call Wilkerson

When Tom Moses decided to close one of the two Moses Jewelers stores in western Pennsylvania, it was time to call in the experts. After reviewing two candidates, Moses, a co-owner of the 72 year-old business, decided to go with Wilkerson. The sale went better than expected. Concerned about running it during the pandemic, Moses says it might have helped the sale. “People wanted to get out, so there was pent-up demand,” he says. “Folks were not traveling so there was disposable income, and we don’t recall a single client commenting to us, feeling uncomfortable. It was busy in here!” And perhaps most importantly, Wilkerson was easy to deal with, he says, and Susan, their personal Wilkerson consultant, was knowledgeable, organized and “really good.” Now, the company can focus on their remaining location — without the hassle of carrying over merchandise that either wouldn’t fit or hadn’t sold. “The decision to hire Wilkerson was a good one,” says Moses.

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