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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 | MSG Jewelers

Wilkerson Takes the Worry Out of Closing

MSG Jewelers has always treated its customers like family. When owner Mike George decided to retire and close the doors of his St. Louis, Missouri jewelry store, he selected a company to manage his going-out-of-business sale that treats its customers like family, too. That’s why he chose Wilkerson. “Wilkerson was able to do all the things that we needed,” says George. In the end, the bittersweet store closing was so much easier with Wilkerson at the helm. From marketing to pricing to inventory, Wilkerson does it all. “It’s a package deal,” says George.

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Dave Richardson

Sales Truths: The Most Important Skill is Opening the Sale

mm

Published

on

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 | MSG Jewelers

Wilkerson Takes the Worry Out of Closing

MSG Jewelers has always treated its customers like family. When owner Mike George decided to retire and close the doors of his St. Louis, Missouri jewelry store, he selected a company to manage his going-out-of-business sale that treats its customers like family, too. That’s why he chose Wilkerson. “Wilkerson was able to do all the things that we needed,” says George. In the end, the bittersweet store closing was so much easier with Wilkerson at the helm. From marketing to pricing to inventory, Wilkerson does it all. “It’s a package deal,” says George.

Promoted Headlines

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