05262017Fri
Last updateWed, 24 May 2017 2pm
JCK Vendor/Supplier Roundtable

JCK Vendor/Supplier Roundtable

This month rather than our usual Retailer Roundtab...

GIA’s M2M app helps retailers tell a diamond’s story

GIA’s M2M app helps retailers tell a diamond’s story

As the creator of the 4Cs, GIA (Gemological Instit...

Other News

IDEX reports De Beers to auction polished diamonds made from its own rough

IDEX reports De Beers to auction polished diamonds made from its own rough

(IDEX Online) – De Beers' Auction Sales business will pilot the sale of its own polished diamonds using auctions for the first time. The sale will comprise a wide range of polished stones manufactured directly from its rough diamonds.

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Industry Events

Dates announced for 2017 ACE It Conference

Dates announced for 2017 ACE It Conference

Appraisers Continuing Education

The National Association of Jewelry Appraisers (NAJA) announces its 48th Annual Mid Year ACE© It Education Conference to be held in Indianapolis, IN on August 12 - 15, 2017. 

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On The Move

Rio Grande announces winners of the 17th Annual Saul Bell Design Award

Rio Grande announces winners of the 17th Annual Saul Bell Design Award

At a celebration dinner held on May 21 during the Santa Fe Symposium® in Albuquerque, NM, Rio Grande announced the winners of the 17th annual Saul Bell Design Award competition. Through rigorous judging, two panels of experts chose first- and second-...

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What's New

Featured Articles

Voyager Brands up and running with bright ideas, creative new brands

Voyager Brands up and running with bright ideas, creative new brands

When Shreyansh Shah arrived from India, he was looking forward to seeing a little snow. He got more than he bargained for - and he was delighted.

“I came to the United States in December 1998 and was welcomed by 2 feet of snow in Chicago,” says Shah, ...

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Latest News

IDEX reports De Beers to auction polished diamonds made from its own rough

1 DAY AGO
IDEX reports De Beers to auction polished diamonds made from its own rough

(IDEX Online) – De Beers' Auction Sales business will pilot the sale of its own polished diamonds using auctions for the first time. The sale will comprise a wide range of polished stones manufactured directly from its rough diamonds.

Readmore

Ring bought at flea market turns out to be 26+ carat diamond

1 DAY AGO
Ring bought at flea market turns out to be 26+ carat diamond

One lucky lady snagged the deal of a lifetime over 30 years ago when she purchased what she thought was merely a fun cocktail ring, but turned out to be a diamond worth more than $450,000.

Readmore

Dates announced for 2017 ACE It Conference

1 DAY AGO
Dates announced for 2017 ACE It Conference

Appraisers Continuing Education

The National Association of Jewelry Appraisers (NAJA) announces its 48th Annual Mid Year ACE© It Education Conference to be held in Indianapolis, IN on August 12 - 15, 2017. 

Readmore

Jewelers of America to host Legislative Forum on Capitol Hill

1 DAY AGO
Jewelers of America to host Legislative Forum on Capitol Hill

Dinner & Forum will be part of the association’s annual advocacy visit

(NEW YORK) - Jewelers of America (JA) has announced it will host a Dinner & Legislative Forum on Tuesday, June 20, 2017 at the prestigious Army & Navy Club in Washington, D.C. The event - open to both JA Members and non...

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Rio Grande announces winners of the 17th Annual Saul Bell Design Award

1 DAY AGO
Rio Grande announces winners of the 17th Annual Saul Bell Design Award

At a celebration dinner held on May 21 during the Santa Fe Symposium® in Albuquerque, NM, Rio Grande announced the winners of the 17th annual Saul Bell Design Award competition. Through rigorous judging, two panels of experts chose first- and second-place winners in each of eight competitive categor...

Readmore

Finalists and judges announced for 2017 Saul Bell Design Awards

15 DAYS AGO
Finalists and judges announced for 2017 Saul Bell Design Awards

Rio Grande, the organizer of the Saul Bell Design Awards ( www.saulbellaward.com ), is pleased to announce the finalists of the 17th annual international jewelry-making and hollowware competition, as well as the two panels of experts tasked with judging the finalists’ work.

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Gesswein introduces Formlab Form 2 desktop printer

1 DAY AGO
Gesswein introduces Formlab Form 2 desktop printer

Gesswein, supplier of precision tools and equipment for over 100 years, is pleased to introduce the Formlab Form 2, an affordable desktop printer suitable for every bench.

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Hoover & Strong introduces certified lab grown diamond selection

9 DAYS AGO
Hoover & Strong introduces certified lab grown diamond selection

Hoover & Strong has announced the addition of certified lab grown diamonds to their product selection.

“Hoover & Strong continues to lead the ethical jewelry movement with its newest addition of Harmony Lab Grown Diamonds. We have always felt that lab grown diamonds are the ultimate ethical a...

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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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