Momentum: Strength or force gained by motion or by a series of events.
-Merriam Webster
Do you have sales momentum in your store?
Practicing the basics of sales momentum allows you to overcome sales career slumps, slow sales days, and even allows you to have control over your sales career instead of your career having control over you.
Let’s face it; sales can be a rollercoaster ride of excitement or misery according to the day’s sales tally. We’ve all had huge transactions that give us unbelievable confidence or days of absolutely no sales that send us into despair.
What if there was a way to take an active role in your sales instead of hoping that big sales will happen? What if there was a way to stack the deck in your favor instead of taking a passive role?
There is.
Sales Momentum 101
Many of you know that I have participated in the Multiple Sclerosis Bike Ride for the past 10 years. This spring as I was training on steep hills, I realized the similarities between preparing for a grueling 150-mile bike ride and preparing for a day of sales. Both need pre-planning to successfully use momentum to reach goals – and without practicing sales momentum in your store, is like showing up for a bike race without ever training. Both would be equally disastrous.
Fundamentally, sales momentum is energy. And to acquire that energy, a series of actions must be implemented which build on each other to create an ideal environment for improved sales. These actions are divided into two areas that must work together to achieve success:
1. Store actions:
Sales momentum starts with the store’s support of its employees. Weekly team meetings to share employee success stories along with proficient sales training should be on every manager’s desk planner.
And there are other actions that will assist sales associates in creating momentum:
– In addition to fine jewelry sales, jewelry stores must also focus on products and services such as repairs, appraisals, inspections, and buying gold that may not initially bring in huge diamond sales – but it will create repeat business and eventually turn into bigger momentum-opportunities like engagement sales. Remember that these small ticket items might seem insignificant, but they build your sales team’s momentum (energy) and confidence to ensure those big diamond sales we all like to make.
– Don’t forget taking your sales team to trade shows! This is an excellent way for sales associates to discover refreshing ideas from seminars and peer exchange of sales ideas. Trade shows give associates new momentum-building sales tools to take back to the store.
2. Sales Associate actions:
Every day the ball is in your court as a sales associate. If you desire, you have the opportunity to perform daily sales momentum actions, such as:
– Writing handwritten notes to your clients on a regular basis informing them of new merchandise and upcoming sales. This action also keeps your name recognizable when they think of jewelry.
– Keeping organized information on your clients. How many of you know the wedding anniversaries of your clients? You should. Or what pieces are missing in their jewelry collection. ALWAYS remember that knowledge is the most powerful tool in sales – use it to your advantage daily.
Sales are not passive – you must take action every day to build your sales momentum and create energy in your store. And once you start implementing the above actions, you are in the driver’s seat of your sales career.
Action creates action. And today is the time to start that process for the rest of your career!
Ivan Levi is celebrating his 28th year in the jewelry industry. He is vice president of Sales and Marketing at Levy Creations/Ivan Alan Jewels®. He is also president of Ivan Alan Solutions™. His dynamic sales training seminars are attended throughout the country at trade shows and in-store meetings. To contact Ivan for seminar information, call 800-621-0496.
