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Taking care of the tiniest details during your busy season can yield big results. This article originally appeared in the December 2016 edition of INSTORE. During the holiday season, you need to stay...
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Those first 30 seconds are crucial. Here's how to use them right. This article originally appeared in the November 2016 edition of INSTORE. Most salespeople think that when clients say they’re “just...
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Showing clients impressive jewelry just above their budget leads to referrals and repeat business. This article originally appeared in the October 2016 edition of INSTORE. Never pre-judge, but be...
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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 edition of INSTORE. Lately, the topic...
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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 thing you bring to work every day?
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Article 1
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 in selling happens after the sale is closed. What...
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Article 2
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 always amazed that when I ask audiences how many...
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Article 3
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 for every sales team is teamwork....
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Article 4
It’s not enough to educate the client. You have to reassure her as well. This article originally appeared in the March 2016 edition of INSTORE. Remember first grade, when you brought your favorite toy...
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Article 5
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 edition of INSTORE. Want to know...
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Article 6
Compliments, company benefits and a relationship-building approach work with these young customers. This article originally appeared in the January 2016 edition of INSTORE. A lot of people in our...
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Article 7
Individual and team success depends on clearly established objectives This article originally appeared in the November 2015 edition of INSTORE. Some salespeople show up for work each day with no...
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Article 8
Customers speak in code: understand it to close more sales This article originally appeared in the October 2015 edition of INSTORE. Every jeweler recognizes these three often-heard objections, but do...
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Article 9
To sell to the young, you need to understand the young This article originally appeared in the July 2015 edition of INSTORE. Are your bridal sales less than you’d like them to be? The first thing you...
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Article 10
When it comes to add-ons, computers are trumped by good old pen and paper This article originally appeared in the July 2015 edition of INSTORE. Computers are awesome for inventory, bookkeeping and all...
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Article 11
Protect your store’s reputation by following these rules of repair This article originally appeared in the June 2015 edition of INSTORE. Having an awesome repair and service shop is an immeasurable...
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Article 12
Three tools to help you stay in touch with your clients This article originally appeared in the May 2015 edition of INSTORE. Being a top salesperson isn’t just about what happens when the client is in...
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Article 13
In jewelry, you don’t walk away to “talk to your manager”. This article originally appeared in the April 2015 edition of INSTORE. Have you ever used the “used-car salesman” close? You know the one:...
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Article 14
Set your people up to succeed with these five types of sales meetings. This article originally appeared in the March 2015 edition of INSTORE. When store owners hire new people but don’t train them...
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Article 15
A professional knows his stuff. But he also knows emotion clinches the sale. This article originally appeared in the February 2015 edition of INSTORE. Getting too technical with customers can cost you...
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