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Article 45
On Sales Strategies: Give an Awesome Experience BY SHANE DECKER Published in the February 2012 issue Exceed every customer’s expectations. Clients today have greater expectations than ever before. And...
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Clients get self-confidence from your ability to reassure them that it’s OK to spend their money.
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Article 29
What to do when a sale falls into your lap BY SHANE DECKER Published in the September 2013 issue. There are three types of sales: The one that knows what they want when they come in, the created sale...
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Article 28
Shane Decker: Close Naturally Know which of the 7 types of closing lines works for you BY SHANE DECKER Published in the October 2013 issue. I am often asked, “How can I know whether my selling profile...
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Article 27
Shane Decker: Integrity Salesmanship If the client doesn’t trust you, you’ll never get past the greeting BY SHANE DECKER Published in the November 2013 issue. As consumers, we’ve all had bad...
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Article 26
Start putting something beautiful in their hands to generate unexpected sales. Published in the January 2014 issue. OK, Christmas is over. You don’t have 200 clients coming in today to throw money at...
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Article 25
Shane Decker: Keep That Sale Going How an old-fashion sales slip can help you add on. BY SHANE DECKER Published in the March 2014 issue. Remember sales slips? Way back before personal computers were...
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Article 24
Shane Decker: Expand Your Vocabulary Craft a sales pitch worthy of a diamond. BY SHANE DECKER Published in the February 2014 issue. If you’ve been selling for a while, one of the biggest problems you...
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Article 23
BY SHANE DECKER | Published in the February 2014 issue. What People Who Say “I Want To Think About It” Are Really Thinking “I want to think about it.” They’re those six little words we’ve all heard...
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Article 22
Shane Decker: The Rejection Objection Never allow no to be no. BY SHANE DECKER | Published in the May 2014 issue. I hear this all the time. Salespeople and managers say the reason they didn’t close is...
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Article 21
Shane Decker: The Wow Factor Impressing the client starts with you. BY SHANE DECKER | Published in the June 2014 issue. Jewelers are loading their stores with killer inventory and spending thousands of...
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Article 20
It isn't “cheaper down the street” if you're doing your job right. This article originally appeared in the July 2014 edition of INSTORE. One of the top objections that jewelry salespeople hear from...
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Article 19
Make role-playing fun, effective and free of criticism. This article originally appeared in the September 2014 edition of INSTORE. If you ever want to make a room full of sales associates cringe, just...
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Article 18
Believe in, and respect, the price on your tags. This article originally appeared in the October 2014 edition of INSTORE. The price tag should exude integrity. I have accounts where the price on the...
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Article 17
Holiday season joy comes from being ready to sell. This article originally appeared in the November 2014 edition of INSTORE. 1. Hold sales meetings on closing, adding on and creating a sense of...
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Article 16
Exceed expectations and the sales will take care of themselves This article originally appeared in the January 2015 edition of INSTORE. You’ve heard of being a good Samaritan, paying it forward, doing...
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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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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 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 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 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 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 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 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 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 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 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 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 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 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 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 0
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 0
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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Article 0
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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Article 0
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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Article 0
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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