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Last updateThu, 20 Jul 2017 8am

Other News

W magazine reviews the most outrageous jewelry from Paris Couture Week

W magazine reviews the most outrageous jewelry from Paris Couture Week

Paris Haute Couture is a special time of year where the top fashion houses put their best pieces forward twice a year with beautiful, handcrafted designs. In July, it seems as though the jewelry houses also get in on the fun, showing their own best o...

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Industry Events

JA to host several events at JA New York Show

JA to host several events at JA New York Show

Designer Preview & Member Meetup, Education Program, Idea Exchange and certification exams

(NEW YORK) - Jewelers of America (JA) is hosting its Designer Preview & Member Meetup on Sunday, July 23 at Clyde Frazier’s Wine & Dine. JA Retail Me...

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On The Move

Pe-Jay Creations partners with heartfelt birthstone line, “MY STORY”

Pe-Jay Creations partners with heartfelt birthstone line, “MY STORY”

A perfect match of creative and business smarts to continue MY STORY growth

(NEW YORK) - Mitchell Feuer of Pe-Jay Creations and  Jackie Cohen from Timeless Fine Jewelry have partnered to create a new company, MY STORY FINE JEWELRY, to breakout the hear...

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What's New

Rio Grande and B9Creations partner to bring 3D Printing to jewelers

Rio Grande and B9Creations partner to bring 3D Printing to jewelers

Rio Grande is pleased to announce a partnership with B9Creations that brings the “best in 3D printing” to professional jewelers. The new B9 Core Series 3D printer, sold by Rio Grande, marries “plug and grow” ease with some of the fastest printing spe...

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Featured Articles

Retailer Roundtable:  What are your biggest hiring challenges?

Retailer Roundtable: What are your biggest hiring challenges?

Q:    What are your biggest hiring challenges?

“I’ve been in business for 30 years and hiring challenges have remained pretty consistent throughout that time - finding a sales associate that has an understanding and love of jewelry. One of the most comm...

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Latest News

W magazine reviews the most outrageous jewelry from Paris Couture Week

5 DAYS AGO
W magazine reviews the most outrageous jewelry from Paris Couture Week

Paris Haute Couture is a special time of year where the top fashion houses put their best pieces forward twice a year with beautiful, handcrafted designs. In July, it seems as though the jewelry houses also get in on the fun, showing their own best offerings to both editors and the customers who may...

Readmore

Tennis ball-sized 'diamond in the rough' too big to sell

5 DAYS AGO
Tennis ball-sized 'diamond in the rough' too big to sell

TORONTO (Reuters) - In the mysterious world of diamond mining, it turns out that some stones are too big to sell.

Canada's Lucara Diamond Corp will have to cut its tennis ball-sized rough diamond to find a buyer, industry insiders say, following Sotheby's failed auction for the world's largest uncut ...

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JA to host several events at JA New York Show

5 DAYS AGO
JA to host several events at JA New York Show

Designer Preview & Member Meetup, Education Program, Idea Exchange and certification exams

(NEW YORK) - Jewelers of America (JA) is hosting its Designer Preview & Member Meetup on Sunday, July 23 at Clyde Frazier’s Wine & Dine. JA Retail Members will have the opportunity to mingle with fel...

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Atlanta Jewelry Show’s “The Loupe” buying group program to celebrate 2nd anniversary at August show

11 DAYS AGO
Atlanta Jewelry Show’s “The Loupe” buying group program to celebrate 2nd anniversary at August show

(ATLANTA) - The August, 2017 Atlanta Jewelry Show (AJS) will be celebrating a special anniversary when the show floor opens up for business on August 12th.  The AJS Buyer Group program, “The Loupe” is turning 2 years old, and continues to expand with new partners, programs and service offerings.

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Pe-Jay Creations partners with heartfelt birthstone line, “MY STORY”

5 DAYS AGO
Pe-Jay Creations partners with heartfelt birthstone line, “MY STORY”

A perfect match of creative and business smarts to continue MY STORY growth

(NEW YORK) - Mitchell Feuer of Pe-Jay Creations and  Jackie Cohen from Timeless Fine Jewelry have partnered to create a new company, MY STORY FINE JEWELRY, to breakout the heartfelt birthstone line, “MY STORY”

Readmore

International Gemological Institute (IGI) - India achieves RJC Certification

11 DAYS AGO
International Gemological Institute (IGI) - India achieves RJC Certification

(MUMBAI) - IGI India has announced it has achieved certification against the Responsible Jewellery Council’s (RJC) 2013 Code of Practices (COP), which signifies the Institute has met the ethical, social and environmental standards as established by the Council.

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Rio Grande and B9Creations partner to bring 3D Printing to jewelers

5 DAYS AGO
Rio Grande and B9Creations partner to bring 3D Printing to jewelers

Rio Grande is pleased to announce a partnership with B9Creations that brings the “best in 3D printing” to professional jewelers. The new B9 Core Series 3D printer, sold by Rio Grande, marries “plug and grow” ease with some of the fastest printing speeds and smoothest surface resolution of any 3D pri...

Readmore

New collections spur Alamea Hawaii to successful JCK Las Vegas Show

5 DAYS AGO
New collections spur Alamea Hawaii to successful JCK Las Vegas Show

Hawaii-based Alamea, makers of sealife, tropical and nature jewelry as well as hand crafted wood rings, reported a very successful 2017 JCK Las Vegas Show. Owner Jay Wu attributed this success to their launch of new collections of 14kt larimar, two-tone 14kt and sterling with diamonds and abalone, a...

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Furry friends on the job: Bernadette

5 DAYS AGO
Furry friends on the job: Bernadette

Meet Bernadette, the first feline sent in for our Furry Friends feature. Bernadette is the Queen of the castle at Creative Jewelers in Florence, AL. “She was without a home, so gladly we shared ours,” says Brandi Hammock. “She now rules here at CJ’s and we and our customers love it!

See all of our Fu...

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Furry friends on the job: Callie, the boxer, and Jewels, the poodle

11 DAYS AGO
Furry friends on the job: Callie, the boxer, and Jewels, the poodle

Callie, the boxer, and Jewels, the poodle, “work” at Scott and Sons Fine Jewelry on Amelia Island in FL. Jewels (gotta love the name and the pink toenails) has been going to the store since she was just a pup and is a greeter extraordinaire. Callie is more bashful, which is hard to believe after see...

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Sales Growth Expert The # 1 most important word in Selling

For decades the most important words in marketing have been:

  1. Free
  2. Sale
  3. Guarantee
Want to get someone's attention in an advertisement? Show them the words Free or Sale. Want to increase your closing rate? Increase the value of your Guarantee.

But selling and marketing, although the successful sales professionals do both well, are different. Marketing is getting the customer/prospect into your store or getting an appointment with them at their chosen location.

Selling is closing the deal, making the sale, convincing the customer/prospect that your products and services are worth more to them than their money. The top sales producers know it is much, much more. They know that selling is ‘solving the customers problems, needs and wants.'

So the # 1 most important word in selling is SOLUTIONS.

The next time you want an appointment with a customer/prospect first find out the problems, needs and wants your products and services will solve for them. For example, if you sell forklifts it is fair to think the solutions the buyer is looking for includes the need to move materials/products around a warehouse setting in a safe, efficient cost effective manner.

The sales professional that shows the buyer how the benefits of the forklift will accomplish this, and the company's benefits will make the sale faster and usually at higher profits than the order taker who wastes the buyer's time telling him about all the features the machine has. When you show the buyer the solutions to their problems, needs and wants by selling your benefits, not features, you will also close the sale faster.

Move one step further and discover the buyer's individual problems, needs and wants and provide the solutions for them. All you have to do is ask them what they are. "Mr. Smith, what material handling problems are you looking to solve with a new forklift?" "Mr. Smith, what unique needs do you need to solve in your material handling process?"

It does not matter what product or service you sell. If you provide the SOLUTION to the customer's problems, needs and wants easier for them than your competition, you will be the one who gets the sale.

OK, now I know someone is thinking, "All my customers have the problem of not wanting to pay a fair price for my products and services." I am the first to agree price is very important, but it's an obstacle that you can overcome.

You overcome the price objection by increasing the benefits you provide the buyer. I know you have heard that time and time again. But now go one step more. Put a dollar value on your benefits. Now you are not only addressing the customer's problem (money), you are doing it with the benefits that will solve their other problems, needs and wants.

Here are 4 ways to turn your intangible benefits into a dollar amount that will show the customer/prospect you offer a better value.
  1. Examples of how others have suffered money loss when not using your benefit (horror stories).
  2. Testimonials showing the dollar value others put on your intangibles.
  3. Ask the customer what he/she feels the dollar value of your benefits are.
  4. Tell the customer the dollar value of your benefits. (You are the Expert)
The steps to selling solutions
  1. Determine the buyer's problems, needs and wants (general and specific).
  2. Determine and create benefits that will solve those problems, needs and wants.
  3. Put a dollar value on your benefits.
All you have to do is combine these steps with the closing technique(s) you like. My favorite of the 23 closing techniques in my book, "How To Take Customers Away From Your Competition" are:
  • Closing Techniques #3 - Pros & Cons Close
  • Closing Techniques #5 - The Choice Close
  • Closing Techniques #7 - Higher Price Agreement Close
Use discount code - PROFITCLUB - for 40% off my book "How To Take Customers Away From Your Competition" and all my other 4 books and audio CD's:
  • "Join The Profit Club"
  • "99 Of The Greatest Sales Tips Of All Time"
  • "Bad Business Assumptions That Cost You Sales And Profits"
  • "You're Not Lost Until You Are Out Of Gas"
Go to www.BobJanet.com, click on products or the books at the top, add books and/or CD's to your cart and use discount code - PROFITCLUB.




Invite Bob Janet to help your sales professionals and sales support staff increase sales and profits. Bob's selling and marketing skills and techniques are based on 40 plus years of "Been there, Done that" front-line experiences. His long and proven track record of success combined with his unique speaking and teaching ability makes him uniquely qualified to present selling and marketing skills and techniques to business owners, sales professionals and sales support staff. For more information contact Bob at 704-882-6100, This email address is being protected from spambots. You need JavaScript enabled to view it. or www.BobJanet.com.

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