09242017Sun
Last updateFri, 22 Sep 2017 12pm
Jewelers’ affidavit reduces selling scams

Jewelers’ affidavit reduces selling scams

More than six years ago, a former employee targete...

Remembering Janel Russell, creator of Mother and Child Jewelry

Remembering Janel Russell, creator of Mother and Child Jewelry

Motherhood defined much of Janel Russell’s life, b...

Sandy Jones jewelry career comes full circle

Sandy Jones jewelry career comes full circle

They say never burn a bridge you may need to cross...

Other News

Forbes reports trillions of dollars of gold contained in earth’s oceans

Forbes reports trillions of dollars of gold contained in earth’s oceans

Good luck getting it

In search of gold? Looking for the next gold rush? The oceans are a good place to look, however, it's not as easy as panning for gold.

Ocean waters around the world contain about 20 million tons of gold in them. When I say "in" tha...

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Industry Events

JIS RELOCATES 2017 OCTOBER SHOW TO FT. LAUDERDALE

JIS RELOCATES 2017 OCTOBER SHOW TO FT. LAUDERDALE

ANNOUNCE S $250,000 INVESTMENT TOWARDS CUSTOMER SUCCESS

Norwalk, CT (September 22, 2017) – Set to open in just over two weeks the JIS October 2017 Show will relocate to Ft. Lauderdale after receiving news from the Miami Beach Convention Center that it w...

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On The Move

Tom Cook Jeweler celebrates 125-year milestone

Tom Cook Jeweler celebrates 125-year milestone

Florida retailer announces 125 Days of Celebration

(DAYTONA BEACH, Fla.) – There are not many businesses in Daytona Beach, FL over 100 years old, let alone 125, but that’s what Tom Cook Jeweler is celebrating this year. The jewelry retailer has announc...

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What's New

ASHI introduces responsive version of I DO Collection micro-website

ASHI introduces responsive version of I DO Collection micro-website

Free micro-website designed to help you maximize bridal sales

(NEW YORK) - ASHI is delighted to announce the latest release of the responsive version of the I DO Collection Bridal Store micro-website. If you have an existing I DO Collection micro-websi...

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Featured Articles

Masters of Marketing - A century of sparkling insight - Part 3

Masters of Marketing - A century of sparkling insight - Part 3

Part III - Richter & Phillips, Cincinnati, OH

As W.C. Fields once famously said, “It ain’t what they call you, it’s what you answer to.”

Since its settlement in 1788, the city of Cincinnati has been called many things; “Queen City of the West,” the...

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Latest News

Forbes reports trillions of dollars of gold contained in earth’s oceans

4 DAYS AGO
Forbes reports trillions of dollars of gold contained in earth’s oceans

Good luck getting it

In search of gold? Looking for the next gold rush? The oceans are a good place to look, however, it's not as easy as panning for gold.

Ocean waters around the world contain about 20 million tons of gold in them. When I say "in" that is meant literally, there is gold in ocean water...

Readmore

Jewelers for Children announces 2017 Hope for the Holidays Program

4 DAYS AGO
Jewelers for Children announces 2017 Hope for the Holidays Program

Hallmark produces cards designed by Make-A-Wish® children  

Jewelers for Children (JFC), the industry’s charity, has unveiled their 2017 Hope for the Holidays program. The program includes holiday greeting cards produced by Hallmark from the designs of children representing Make-A-Wish® America. The p...

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JIS RELOCATES 2017 OCTOBER SHOW TO FT. LAUDERDALE

2 DAYS AGO
JIS RELOCATES 2017 OCTOBER SHOW TO FT. LAUDERDALE

ANNOUNCE S $250,000 INVESTMENT TOWARDS CUSTOMER SUCCESS

Norwalk, CT (September 22, 2017) – Set to open in just over two weeks the JIS October 2017 Show will relocate to Ft. Lauderdale after receiving news from the Miami Beach Convention Center that it would be unavailable to host the event due to statu...

Readmore

WJA Jewelry Night Out 2017 to host events in 25 cities on Sept. 14

18 DAYS AGO
WJA Jewelry Night Out 2017 to host events in 25 cities on Sept. 14

(POUGHKEEPSIE, N.Y.) - The Women’s Jewelry Association (WJA) will host its fifth annual WJA Jewelry Night Out on Thursday, Sept. 14, 2017. The festivities will kick off in the early evening in 25 cities throughout the United States: Atlanta, GA; Austin, TX; Birmingham, AL; Boston, MA; Chicago, IL; Da...

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Tom Cook Jeweler celebrates 125-year milestone

4 DAYS AGO
Tom Cook Jeweler celebrates 125-year milestone

Florida retailer announces 125 Days of Celebration

(DAYTONA BEACH, Fla.) – There are not many businesses in Daytona Beach, FL over 100 years old, let alone 125, but that’s what Tom Cook Jeweler is celebrating this year. The jewelry retailer has announced plans to recognize its milestone with 125 Days ...

Readmore

24 Karat Club SEUS announces new officers, board of directors

18 DAYS AGO
24 Karat Club SEUS announces new officers, board of directors

The 24 Karat Club Southeastern United States introduced their new officers and board of directors at their forty-third annual Banquet in August at the Atlanta Country Club. Leading the organization for the next two years are:

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ASHI introduces responsive version of I DO Collection micro-website

4 DAYS AGO
ASHI introduces responsive version of I DO Collection micro-website

Free micro-website designed to help you maximize bridal sales

(NEW YORK) - ASHI is delighted to announce the latest release of the responsive version of the I DO Collection Bridal Store micro-website. If you have an existing I DO Collection micro-website then the responsive update with new theme and o...

Readmore

Authentic Gem Imports new website offers instant prices, details, over 10,000 product pictures

11 DAYS AGO
Authentic Gem Imports new website offers instant prices, details, over 10,000 product pictures

With a new powerhouse website ( www.shopagi.com ) that offers a comprehensive search database of over 6,000 certified loose diamonds, calibrated melee, ear-studs, tennis bracelets, gemstones, pearls, semi-mounts and finished jewelry, Authentic Gem Imports (AGI) is ready to take the custom jewelry busi...

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Furry friends on the job: Waylon - Michael’s Jewelry in Fremont, Nebraska

4 DAYS AGO
Furry friends on the job: Waylon - Michael’s Jewelry in Fremont, Nebraska

This is Waylon the golden retriever. Every day Waylon gets to go to work at Michael’s Jewelry in Fremont, Nebraska.  He is less than a year old, and currently serving as an intern in the customer service department. Let’s all wish Waylon a long and fruitful career in the jewelry industry!

See all our...

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Furry friends on the job: Aggie - Gerberman Jewelers, El Campo, Texas

11 DAYS AGO
Furry friends on the job: Aggie - Gerberman Jewelers, El Campo, Texas

Meet Aggie the cocker spaniel. Aggie serves as the guard dog at Gerberman Jewelers in El Campo, Texas. She joins Ben Gerberman every day at Gerbermans where she also loves to greet all the customers and usually gets a belly rub from them! Both of Ben’s sons went to Texas A&M University - that ma...

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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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