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Dave Richardson

Sales Truths: If You Fail To Plan, Plan To Fail

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IF YOU FAIL TO PLAN, PLAN TO FAIL. 
 
WHY IT’S TRUE: If you have no plan for your life, how will you know where you are going and, how will you know when you have arrived? Without a business or family plan, or meaningful goals, how can you structure your life to get the most out of it? 
 
 
PLAN OF ACTION: Establish specific measurable goals with your salespeople. Break them down by month, week and day. A daily plan might be to select your favorite piece in the entire store and commit to show it at least two times every day. Choose your favorite because you are enthusiastic and excited when you talk about it. Commit to trying (just trying) for one add-on sale every day. If you did only this, what would happen to your business? A simple plan when well executed will not fail. 

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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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