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What to Say When a Client Just Needs a Little Courage

Sometimes all it takes is a little push.

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What to Say When a Client Just Needs a Little Courage

“Go ahead, close your eyes and jump in.”

When to say it? To the young man who says he’s just not sure about an engagement ring purchase.

Why say it? They call it taking the leap for a reason: it requires courage and faith. And sometimes a little push from a friendly sales associate.

Source: Donna Burgess, Occasions Fine Jewelry, Midland, TX

Over the years, INSTORE has won 80 international journalism awards for its publication and website. Contact INSTORE's editors at editor@instoremag.com.

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It Was Time to Make a Decision. It Was Time to Call Wilkerson.

Except for a few years when he worked as an accountant, Jim Schwartz has always been a jeweler. He grew up in the business and after “counting beans” for a few years, he and his wife, Robin, opened Robin James Jewelers in Cincinnati, Ohio. “We were coming to a stage in our life where we knew we have to make a decision,” says Jim Schwartz. He and Robin wanted to do it right, so they called Wilkerson. The best surprise (besides surpassing sales goals)? “The workers and associations really care about helping us move out own inventory out of the store first. It was very important to us.”

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