Southern Jewelry News
  • Featured
    • All
    • Featured
    • Featured Retailers
    • Retailer Roundtable
    • Sponsored Content
    • Supplier Spotlight
    CG Creations – in a league of their own
    Hubbell Proctor Designs: The Experience Is Key
    C.D. Peacock to open luxury watch and jewelry store next spring
    Hubbell Proctor Designs: The Experience Is Key
    Shefi continues expansion of bridal lines, fashion
    Why do diamond mines close?
    Why do diamond mines close?
  • Latest News
    • All
    • COVID-19
    • Furry Friends
    • Industry Awards
    • Industry Events
    • NRF
    • On The Move
    • Other News
    • Tradeshow News
    • Video
    • What's New
    Darling Imports celebrating 30th anniversary
    Registration opens for JIS Fall 2022 in Miami Beach
    GJEPC announces hosted Lifetime Opportunity events for jewelers
    ASA develops new virtual appraisal course to protect jewelers against fraud
  • Podcast
  • Columnists
    10 Cybersecurity Questions small and medium businesses should ask in 2022
    Motivating your sales staff
    IAS Training’s Keys to Effective Communication – Part III
    Kate’s star-studded style. What will the next trend be?
    Motivating your sales staff
    IAS Training’s Keys to Effective Communication – Part II
    Retailing in a post-PC world
    Motivating your sales staff
    IAS Training’s Keys to Communication
    The Retailer’s Perspective: With great power comes great fails
    The Retailer’s Perspective: I don’t want to be an expert anymore
    Sales Tips by Aleah: Everything is Sales
  • Classifieds
  • Subscriptions
    • Newsletter Signup
    • Print Subscription
No Result
View All Result
Southern Jewelry News
  • Featured
    • All
    • Featured
    • Featured Retailers
    • Retailer Roundtable
    • Sponsored Content
    • Supplier Spotlight
    CG Creations – in a league of their own
    Hubbell Proctor Designs: The Experience Is Key
    C.D. Peacock to open luxury watch and jewelry store next spring
    Hubbell Proctor Designs: The Experience Is Key
    Shefi continues expansion of bridal lines, fashion
    Why do diamond mines close?
    Why do diamond mines close?
  • Latest News
    • All
    • COVID-19
    • Furry Friends
    • Industry Awards
    • Industry Events
    • NRF
    • On The Move
    • Other News
    • Tradeshow News
    • Video
    • What's New
    Darling Imports celebrating 30th anniversary
    Registration opens for JIS Fall 2022 in Miami Beach
    GJEPC announces hosted Lifetime Opportunity events for jewelers
    ASA develops new virtual appraisal course to protect jewelers against fraud
  • Podcast
  • Columnists
    10 Cybersecurity Questions small and medium businesses should ask in 2022
    Motivating your sales staff
    IAS Training’s Keys to Effective Communication – Part III
    Kate’s star-studded style. What will the next trend be?
    Motivating your sales staff
    IAS Training’s Keys to Effective Communication – Part II
    Retailing in a post-PC world
    Motivating your sales staff
    IAS Training’s Keys to Communication
    The Retailer’s Perspective: With great power comes great fails
    The Retailer’s Perspective: I don’t want to be an expert anymore
    Sales Tips by Aleah: Everything is Sales
  • Classifieds
  • Subscriptions
    • Newsletter Signup
    • Print Subscription
No Result
View All Result
Southern Jewelry News
No Result
View All Result
Home Columnists

Sales Growth Expert

Bob Janet by Bob Janet
June 1, 2010
Share on FacebookShare on Twitter

How to bring the telephone price shopper into the store

• If you offer a low price guarantee:

• If you DO NOT offer a low price guarantee:

We spend way too much money and time marketing, to get prospects to telephone us only to let them hang up before they make the commitment to come into our store or purchase our products and services over the telephone.

Your telephone rings, you answer it and hear from the price shopper:

“How much is____?”

You give your price and the caller says:

“Thank you, I will get back to you.”

What are they going to do?  They are going to call your competition and ask the very same question.  And then they are going to buy from the lowest price they received from one of the clerks they had talked with.  That is right, from one of the clerks.  Because all clerks do is answer telephones and give prices.  Sales Professionals use a sales process that engages the customer in a discussion about their needs for your products and services and what they expect to receive when purchasing from you.

How to bring the price shopper into your business.

1. Let the price shopper know you have more than one product/service that will solve their needs. People buy more when they have choices.

2. Take price out of the conversation immediately by using the 3 Golden Questions.

(a) How are you going to use___?

(b) What do you expect from our company?

(c) What do you expect from me as your sales representative?

If you offer a low price guarantee:

When the customer asks, “What is your price”? You reply, “Price is no problem, we guarantee you the lowest prices.  What is important is that our____  (name the product/service) fits the need you have.  Let me ask you 3 quick questions.”

1. “How are you going to use your new____?” Ask them to fully explain so you and they are fully sure what they are going to purchase will take care of all their needs.  Ask them to elaborate.

The Benefit Part

Now tell them the benefits you offer that will solve their needs. People buy benefits that will solve their needs.  The more benefits you give them, the easier it is to close the sale.

2. “What do you expect from our company before and after the purchase?” As they tell you what they expect, assure them you will deliver what they expect. Tell them how you will deliver and your guarantee.

3. “What do you expect from me as your sales representative?” Again as they tell you what they expect from you, assure them you will deliver what they expect.

Now invite them into the store using choice questions.

“Which will be better for you to stop in the store, today or tomorrow?”

If neither of those choices work for them,  give them more choices.

If you DO NOT offer a low price guarantee:

When the customer asks, “What is your price?” You reply, “Price is no problem,

• “We guarantee you the best deal.” or

• “We give you much more for your money than anyone else.” or

• “Our present sales program guarantees you the best value.” or

• “Without a doubt our ___ (product) and our service outperforms all others.

What is important is that our___ (name the product) fits the need you have.  Let me ask you 3 quick questions.”

1. “How are you going to use your new___?” Ask them to fully explain so you and they are fully sure what they are going to purchase will take care of all their needs.  Ask them to elaborate.

2. “What do you expect from our company before and after the purchase?” As they tell you what they expect, assure them you will deliver what they expect. Tell them how you will deliver and your guarantee.

3. “What do you expect from me as your sales representative?” Again as they tell you what they expect from you, assure them you will deliver what they expect.

Now invite them into the store using choice questions.

“Which will be better for you to stop in the store, today or tomorrow?” If neither of those choice work for them, give them more choices.

Bob Janet – Sales consultant/trainer, speaker, author of “Join The Profit Club” combines 40 plus years as owner/operator of professional, retail, manufacturing and service businesses with his unique teaching and storytelling ability to motivate, educate and inspire business professionals of all levels and all industries for increased sales & profits. Contact Bob at 704-882-6100, or e-mail Bob@BobJanet.com.

Bob Janet

Bob Janet

Related Posts

10 Cybersecurity Questions small and medium businesses should ask in 2022

June 27, 2022
Motivating your sales staff

IAS Training’s Keys to Effective Communication – Part III

June 22, 2022

Kate’s star-studded style. What will the next trend be?

June 20, 2022
Motivating your sales staff

IAS Training’s Keys to Effective Communication – Part II

June 15, 2022

Latest News

On The Move

Darling Imports celebrating 30th anniversary

June 29, 2022
Industry Events

Registration opens for JIS Fall 2022 in Miami Beach

June 29, 2022
Industry Events

GJEPC announces hosted Lifetime Opportunity events for jewelers

June 29, 2022

Other News

ASA develops new virtual appraisal course to protect jewelers against fraud

GN Diamond offers retailers comprehensive demographic data to maximize marketing efforts

VDB is first to launch JBT’s inaugural API

10 Cybersecurity Questions small and medium businesses should ask in 2022

GIA announces release of latest issue of Gems & Gemology

IDCA honors Ben Bridge Jewelers, Savji Dholakia, Brilliant Earth and others at its Annual Awards Night

Southern Jewelry News

© 2022 Southern Jewelry News.

Additional Information

  • About
  • 2022 Trade Shows
  • Media Kit
  • Contact

Get Social with Us

No Result
View All Result
  • Featured Articles
    • Featured
    • Featured Retailers
    • Retailer Roundtable
    • Supplier Spotlight
    • Sponsored Content
  • Latest News
    • What’s New
    • Industry Events
    • Tradeshow News
    • On The Move
    • Other News
    • Furry Friends
  • Columnists
  • Classifieds
  • Subscriptions
    • Newsletter Signup
    • Print Subscription

© 2022 Southern Jewelry News.