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Last updateTue, 30 Jun 2015 12pm
Padgett elected President of NC Jewelers Association

Padgett elected President of NC Jewelers Association

The North Carolina Jewelers Association (NCJA) ann...

Schnack’s Fine Jewelry turns 150

Schnack’s Fine Jewelry turns 150

Not many jewelry retailers can say their store ope...

From Vicenza with Love: At Oro International, Italian family values shine

From Vicenza with Love: At Oro International, Italian family values shine

Fifty years ago, Qurino Ruzza, with 20 years as a ...

Mason-Kay Jade to make Atlanta Jewelry Show debut

Mason-Kay Jade to make Atlanta Jewelry Show debut

Mason-Kay Jade has been a leading fine jade jewelr...

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Ancient trade route shows gold's enduring power

Ancient trade route shows gold's enduring power

Researchers at the University of Southampton have found a prehistoric gold trade route between Ireland and southwest England. The route gives a glimps...

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Jewelers Mutual presents honors at National Sale Conference

Jewelers Mutual presents honors at National Sale Conference

(NEENAH, Wis.) - Jewelers Mutual Insurance Company recognized its top agencies and agents during the annual awards ceremony held at their National Sale...

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Ancient trade route shows gold's enduring power

5 DAYS AGO
Ancient trade route shows gold's enduring power

Researchers at the University of Southampton have found a prehistoric gold trade route between Ireland and southwest England. The route gives a glimpse into how ancient cultures regarded gold.

A new study has shed more light on how the value of gold has endured – and changed – since ancient times.

Arc...

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Colorado woman finds 8.52 carat diamond in Arkansas state park

5 DAYS AGO
Colorado woman finds 8.52 carat diamond in Arkansas state park

MURFREESBORO, Ark. –  An 8.52 carat diamond has been found by a Colorado woman at Arkansas' Crater of Diamonds State Park at Murfreesboro.

Park officials said Friday that the gem found by Bobbie Oskarson of Longmont, Colorado, is the fifth largest diamond found since the park was established in 1972....

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From Jewels to Tools: Ivan Levi to speak on enhancing business practices at RJO Show in August

6 DAYS AGO
From Jewels to Tools: Ivan Levi to speak on enhancing business practices at RJO Show in August

(HIGHLAND PARK, Ill.) - The jewelry industry has seen changes in the way business is being done since the advent of the Internet, and especially since the economic downturn began in 2007. Ivan Levi’s quest to find answers to questions about these changes led him to discover how one specific, yet easy...

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Rings of Strength collects over $60,000 for JFC

6 DAYS AGO
Rings of Strength collects over $60,000 for JFC

(NEW YORK) - Jewelers for Children (JFC) held the 3rd Annual Rings of Strength Tour on Thursday, May 28, at Mandalay Bay Resort Casino in Las Vegas, NV. More than 125 participants assembled at 5:30 a.m. to either walk or run 5K, or bike one of two courses, a leisurely 15K route or a challenging 50K r...

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Padgett elected President of NC Jewelers Association

6 DAYS AGO
Padgett elected President of NC Jewelers Association

The North Carolina Jewelers Association (NCJA) announced that Brad Padgett, an independent jeweler and native of Jacksonville, North Carolina, is the new president of the statewide association. His two-year term of office as the organization’s president began May 16.

Padgett graduated with a B.S.B.A....

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Two Houston jewelers named Distinction Winners in Houston Better Business Bureau Awards for Excellence

6 DAYS AGO
Two Houston jewelers named Distinction Winners in Houston Better Business Bureau Awards for Excellence

(HOUSTON, Tex.) - Houston Jewelry and Jewelry Judge Ben Gordon were among the businesses recognized at the annual Houston Better Business Bureau Awards of Excellence held in May. Both businesses were named Distinction Winners, a designation awarded to businesses that maintain a superior commitment to...

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In tune with the times? New Unisex Ring Collection keeps the beat

6 DAYS AGO
In tune with the times? New Unisex Ring Collection keeps the beat

Designed by Elaine of Esprit Creations

New to SJTA and the Atlanta Jewelry Show, family business Esprit Creations has been successfully manufacturing and wholesaling fine sterling silver jewelry with genuine gemstones for over 2 decades. Standing apart from the ordinary, their wide selection of exclu...

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Mason-Kay Jade to make Atlanta Jewelry Show debut

6 DAYS AGO
Mason-Kay Jade to make Atlanta Jewelry Show debut

Mason-Kay Jade has been a leading fine jade jewelry wholesaler/supplier/designer in the United States since 1976. The company specializes in all natural (type “A”) jadeite jade fine jewelry, designed in-house by their exclusive designer Kristina and MK design team. Mason-Kay Jade is excited to intro...

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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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