Last updateWed, 06 Dec 2017 6am

Brad Huisken

Happy New Year!

The New Year is here and with each New Year comes new opportunities for salespeople and sales managers. The past year, good or bad, is gone. If you had a good 2011, then you look to build on your success and make 2012 even better. If 2011 was not one of your better years, then it’s time to put that behind you and move on to better things in 2012.

You can always sell right!

Owners, managers and salespeople spend a great deal of time trying to devise ways to attract new customers into their stores.  They come up with special sales and promotions that, for the most part, are targeted at attracting new customers.  A successful business must establish a customer base that will lead to repeat business and referrals.  Repeat business is the lifeline of all professional salespeople.

Top 10 ways a salesperson can increase sales

This month I thought I would detail my top ten ways that a salesperson can increase their personal sales.  There are three basic concepts to increasing sales from the standpoint of a salesperson. 1) To get more people to come into the store; 2) To sell more of the people that are already coming into the store – increasing your closing ratio; 3) To sell more to the people that you are already selling. Each of these top ten ways to increase sales is geared toward these three concepts.

The Top Seven Closing Techniques

After reading hundreds of books pertaining to sales and closing techniques, I have been able to take the one hundred or one thousand closing techniques and reduce them down to seven simple closing techniques that I feel are appropriate for Jewelry Salespeople.

The next best question

I believe that sales and salesmanship is simply a matter of asking the right questions in order to determine what the customer’s wants, needs and desires are when it comes to buying jewelry. Further, I believe that in sales, there is always a next best question! Salespeople need to have a toolbox full of questions that they can pull out and use at the appropriate time with the appropriate customer and/or opportunity. A successful sales presentation should then follow the railroad track of next best questions. Your ability to communicate through asking questions, responding and reacting to the answers to your questions will have a direct relationship on your success in sales.

The most valuable time of your day!

I believe that the 20 - 30 minutes you spend setting up the store every morning is your most valuable time of day. You go into most jewelry stores while they are setting up and you will hear conversations about what happen on a date the night before, what plans people have for the weekend, where they eat dinner, Dancing with the Stars, American Idol, etc. Those are all worthwhile conversations that build a team and create a fellowship amongst the staff. However, they can happen later in the day.

Let the customer know they are appreciated!

One of my pet peeves is the way that many sales people take the customer for granted. Once a purchase has been made, it is a common occurrence to hear; “here you go” -  “your receipt is in the bag” -  “if you have any problems call us,” or even worse, the customer will thank the salesperson rather than the salesperson thanking the customer.  All of these statements may show a lack of appreciation or sincerity as a last impression the customer has as they are leaving the store.  I want customers to feel as if they are the most important person on the planet when they leave a jewelry store.