09252016Sun
Last updateTue, 20 Sep 2016 11pm
Steve Silver - setting the ‘Gold Standard’ in appraisals

Steve Silver - setting the ‘Gold Standard’ in appraisals

Appraising jewelry – it’s about more than gemology...

24K Club SEUS honors Mark & Rhonda Jacobson with 2016 Jeweler of the Year Award

24K Club SEUS honors Mark & Rhonda Jacobson with 2016 Jeweler of the Year Award

(SMYRNA, Ga.) - Mark and Rhonda Jacobson, owners of...

The partnership that produced a golden egg

The partnership that produced a golden egg

Based on a mutual respect and appreciation for eac...

Alabama’s Saltwater Seminar announces new venue at Perdido Beach Resort

Alabama’s Saltwater Seminar announces new venue at Perdido Beach Resort

The Alabama Jewelers Association (AJA) invites all...

Kentucky Jeweler identifies credit card scam

Kentucky Jeweler identifies credit card scam

One occurrence is an anomaly. Two instances of a p...

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Tracking gold’s ups and downs

Tracking gold’s ups and downs

King Midas lusted after it. The Incas worshipped it. Shiny flakes of it set off a 19th-century rush to California and ship captains never stop looking for it at the bottom of the sea. While gold has ignited passions for centuries, for today’s investo...

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Industry Events

Join ISG on a diamond mining field trip to Crater of Diamonds State Park

Join ISG on a diamond mining field trip to Crater of Diamonds State Park

The International School of Gemology (ISG) has announced a field trip to the Crater of Diamonds State Park in Murfreesboro, Arkansas. This is a great opportunity to visit a real diamond mine and share knowledge and fun with ISG Global Network members...

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On The Move

Jeff Sadowsky named President of Global Fine Jewels

Jeff Sadowsky named President of Global Fine Jewels

Global Fine Jewels (GFJ), a division of world dia­mond trade leader Jay Gems, is pleased to announce the appointment of Jeff Sadowsky as its new President. Sadowsky, a 48-year veteran of the jewelry industry, previously worked as Director of Acquisit...

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What's New

ELLE Time & Jewelry unveils Essence 2.0

ELLE Time & Jewelry unveils Essence 2.0

(DALLAS) - ELLE Time & Jewelry is excited to announce the release of Essence 2.0, the much requested extension to their best-selling Essence collection. 2.0 includes a fresh twist on the two stone trend by combining cushion cut and round cut spark...

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Featured Articles

Retailer Roundtable: What do you expect to be your holiday hot sellers?

Retailer Roundtable: What do you expect to be your holiday hot sellers?

Q:  What do you expect to be your holiday hot sellers?

“Two-stone rings haven’t performed real well for us, despite marketing the whiz out of it. Each holiday season we do very well with bridal. This year I’ve invested in Fire Polish to help increase ...

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Latest News

Tracking gold’s ups and downs

4 DAYS AGO
Tracking gold’s ups and downs

King Midas lusted after it. The Incas worshipped it. Shiny flakes of it set off a 19th-century rush to California and ship captains never stop looking for it at the bottom of the sea. While gold has ignited passions for centuries, for today’s investors, it seems, the metal has lost its allure. After...

Readmore

De Beers: Millennials spent over $25 Billion on diamond jewelry in 2015

4 DAYS AGO
De Beers: Millennials spent over $25 Billion on diamond jewelry in 2015

(IDEX Online) – Millennials spent more than $25 billion on diamond jewelry in 2015 in the four largest consumer markets, acquiring more than any other generational group, according to De Beers' Diamond Insight Report 2016.

Despite Millennials (those aged 15-34 in 2015) facing more financial challenge...

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Join ISG on a diamond mining field trip to Crater of Diamonds State Park

10 DAYS AGO
Join ISG on a diamond mining field trip to Crater of Diamonds State Park

The International School of Gemology (ISG) has announced a field trip to the Crater of Diamonds State Park in Murfreesboro, Arkansas. This is a great opportunity to visit a real diamond mine and share knowledge and fun with ISG Global Network members, and those thinking about joining.

Readmore

JIS teams with Texas Jewelers Association to offer free trip to JIS Miami Show October 2016

10 DAYS AGO
JIS teams with Texas Jewelers Association to offer free trip to JIS Miami Show October 2016

Winner of trip for 2 to October Show will be announced at TJA Convention Sept. 25 th

 

(AUSTIN, Tex.) - There is no other selection of shows like that of Jewelers International Showcase (JIS), and one lucky attendee of the Texas Jewelers Association (TJA) 2016 Convention has the chance to win a trip for...

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Jeff Sadowsky named President of Global Fine Jewels

4 DAYS AGO
Jeff Sadowsky named President of Global Fine Jewels

Global Fine Jewels (GFJ), a division of world dia­mond trade leader Jay Gems, is pleased to announce the appointment of Jeff Sadowsky as its new President. Sadowsky, a 48-year veteran of the jewelry industry, previously worked as Director of Acquisitions at GBC, Inc., and most recently as Vice Presi...

Readmore

Quality Gold acquires North American Jewelers, Inc.

10 DAYS AGO

(FAIRFIELD, Ohio) - Quality Gold has purchased North American Jewelers, Inc. (NAJ) the Chicago based supplier known for bridal and special occasion diamond jewelry. Along with NAJ, Quality Gold now owns Steckbeck Jewelry PVT LTD (STJPL), its wholly owned subsidiary and manufacturing facility opened i...

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ELLE Time & Jewelry unveils Essence 2.0

4 DAYS AGO
ELLE Time & Jewelry unveils Essence 2.0

(DALLAS) - ELLE Time & Jewelry is excited to announce the release of Essence 2.0, the much requested extension to their best-selling Essence collection. 2.0 includes a fresh twist on the two stone trend by combining cushion cut and round cut sparkling CZs in one design. Retail prices range from $...

Readmore

Stuller releases new 1,000-page mountings catalog

4 DAYS AGO
Stuller releases new 1,000-page mountings catalog

New styles, easy navigation, and more product detail than ever

(LAFAYETTE, La.) - Continuing to improve upon its 46-year foundation, Stuller, Inc. is excited to announce the release of its newest catalog, Mountings 2017-2018, just in time for the holiday season.

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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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