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Sales Truths: You Cannot Manage Selling

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WHY IT’S TRUE
Selling is not a manageable process. Selling is an event and an overall means to an end. It is not measurable or specific. The individual steps can be managed and, when properly aligned, produce closure to the process.
 


PLAN OF ACTION
Determine what is manageable, such as "showing." What if everyone in your store selects a favorite piece and shows it just two times each day. Not sells it, just shows it. What would this do for your business? They may not sell it, but they just might sell "something."
 
Don’t confuse the process by showing your favorite piece to everyone. This is not specific or measurable.  Show your favorite piece just twice each day and watch your sales soar.

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Family Legacy, New Chapter: How Wilkerson Turns 89 Years of History Into Future Success

After 89 years of serving the Albany community, Harold Finkle Your Jeweler faced a pivotal decision. For third-generation owner Justin Finkle, the demanding hours of running a small business were taking precious time away from his young family. "After 23 years, I decided this was the time for me," Finkle explains. But closing a business with nearly nine decades of inventory and customer relationships isn't something easily managed alone. Wilkerson's comprehensive approach transformed this challenging transition into a remarkable success story. Their strategic planning handled everything from advertising and social media to inventory management and staffing — elements that would overwhelm most jewelers attempting to navigate a closing sale independently. The results speak volumes. "Wilkerson gave us three different tiers of potential goals," Finkle notes. "We've reached that third tier, that highest goal already, and we still have two weeks left of the sale." The partnership didn't just meet financial objectives—it exceeded them ahead of schedule.

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Dave Richardson

Sales Truths: You Cannot Manage Selling

mm

Published

on

WHY IT’S TRUE
Selling is not a manageable process. Selling is an event and an overall means to an end. It is not measurable or specific. The individual steps can be managed and, when properly aligned, produce closure to the process.
 


PLAN OF ACTION
Determine what is manageable, such as "showing." What if everyone in your store selects a favorite piece and shows it just two times each day. Not sells it, just shows it. What would this do for your business? They may not sell it, but they just might sell "something."
 
Don’t confuse the process by showing your favorite piece to everyone. This is not specific or measurable.  Show your favorite piece just twice each day and watch your sales soar.

Advertisement

SPONSORED VIDEO

Family Legacy, New Chapter: How Wilkerson Turns 89 Years of History Into Future Success

After 89 years of serving the Albany community, Harold Finkle Your Jeweler faced a pivotal decision. For third-generation owner Justin Finkle, the demanding hours of running a small business were taking precious time away from his young family. "After 23 years, I decided this was the time for me," Finkle explains. But closing a business with nearly nine decades of inventory and customer relationships isn't something easily managed alone. Wilkerson's comprehensive approach transformed this challenging transition into a remarkable success story. Their strategic planning handled everything from advertising and social media to inventory management and staffing — elements that would overwhelm most jewelers attempting to navigate a closing sale independently. The results speak volumes. "Wilkerson gave us three different tiers of potential goals," Finkle notes. "We've reached that third tier, that highest goal already, and we still have two weeks left of the sale." The partnership didn't just meet financial objectives—it exceeded them ahead of schedule.

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