Greeting from the “sweet spot” isn’t just good business, it’s old-fashioned manners Most people decide within the first 30 seconds whether or not they are staying...
The credit card commercial asks, “What’s in your wallet?” But if you’re selling jewelry, the answer doesn’t matter. It’s what’s in the client’s wallet that matters....
Those first 30 seconds are crucial. Here’s how to use them right. Most salespeople think that when clients say they’re “just looking,” it’s an objection. It...
Showing clients impressive jewelry just above their budget leads to referrals and repeat business. Never pre-judge, but be smart in your judgment when you “wow” a...
Slow down your pace, create an experience, and romance the event in order to close the experienced client This article originally appeared in the September 2016...
Nothing is more important to your daily success than your attitude. This article originally appeared in the July 2016 edition of INSTORE. What’s the most important...
Texts, notes and calls can boost sales by 18%. This article originally appeared in the June 2016 edition of INSTORE. FOR MOST STORES, the weakest area...
A salesperson can only deliver an awesome experience if he’s taught to do so. This article originally appeared in the May 2016 edition of INSTORE. I’m...
70% of clients would benefit from a team-selling approach, if done right. This article originally appeared in the April 2016 edition of INSTORE. The biggest problem...
Coming up with the right questions can make the difference between a defensive client and a lifelong customer. This article originally appeared in the February 2016...
Compliments, company benefits and a relationship-building approach work with these young customers.
Individual and team success depends on clearly established objectives.
Customers speak in code: understand it to close more sales.
Are your bridal sales less than you’d like them to be? The first thing you have to do is recognize the mistakes you’re making. Only then...
Computers are incredible, but they can sometimes get in the way of a sale.
Protect your store’s reputation by following these rules of repair.
Three tools to help you stay in touch with your clients.
Don’t walk away. Try everything else first.
When store owners hire new people but don’t train them properly to sell jewelry, I think to myself, “What’s the point?” After all, in order to...
You can figure it out by asking the proper questions and listening carefully to the answer.
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