02272015Fri
Last updateFri, 20 Feb 2015 10am
KDM is preferred jewelry showcase supply partner for Stuller

KDM is preferred jewelry showcase supply partner for Stuller

(CINCINNATI) - Stuller, one of the world’s largest ...

Richline announces partnerships with “wearable technology” companies

Richline announces partnerships with “wearable technology” companies

Forms alliance with CUFF  and Omate ®              ...

#NFC Pearl from Galatea gives jewelry a voice

#NFC Pearl from Galatea gives jewelry a voice

Patented Momento Pearl   saves your precious moment...

Texas Institute of Jewelry Technology holds awards ceremony

Texas Institute of Jewelry Technology holds awards ceremony

An awards and recognition ceremony was recently he...

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The Professional Appraisal Practice

This article is in response to Mr. Koehler’s articles in the December and January issues of this publication entitled “Appraising jewelry my way”.

Valu...

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Industry Events

On The Move

AGTA announces Board of Directors election results

(DALLAS) - The American Gem Trade Association (AGTA) announced the results of it’s annual AGTA Board of Directors election. Bruce Bridges, of Bridges T...

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What's New

RapNet launches new Android app

(NEW YORK) - RapNet has announced the release of a new mobile app for Android, following the successful launch of their iPhone app.

The app allows RapNe...

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Featured Articles

Richmond jewelers join again to support children’s hospital

Richmond jewelers join again to support children’s hospital

(RICHMOND, Vir.) - Ten of Richmond, Virginia’s most distinguished retail jewelers gathered at the 51st Children’s Hospital Foundation Ball at the Count...

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Latest News

The Professional Appraisal Practice

25 DAYS AGO

This article is in response to Mr. Koehler’s articles in the December and January issues of this publication entitled “Appraising jewelry my way”.

Valuation & Appraisal science for personal property, including gems and jewelry, is now in its 4th decade of long-standing, but continually developing...

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More on appraising

25 DAYS AGO

It is with great interest that I read Chuck Koehler’s article about appraising - well, more really about how he appraises.  Today, appraising is no longer considered an added value for jewelry stores -give-them-an-appraisal-higher-than-the-amount-they-paid-’cause-it-will-make-them-feel-good-and-they...

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New! FREE Pre-Show Exhibtor Educational Seminar

6 DAYS AGO
New! FREE Pre-Show Exhibtor Educational Seminar

Take a break from booth set-up to brush up on some quick and easy marketing tools that promise to build your business.

As part of our 65th Anniversary celebration, the Atlanta Jewelry Show puts a special spotlight on one of the show's hallmarks -- education. In addition to the full roster of retail-o...

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U.S. Antique Shows partners with the Rapaport Group

25 DAYS AGO

Rapaport to sponsor four U.S. Antique Shows in 2015

(NAPLES, Fla.) - U.S. Antique Shows, producer of several highly anticipated antique events, recently announced their latest partnership agreement with the Rapaport Group. The Rapaport Group is an international network of companies providing added val...

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AGTA announces Board of Directors election results

25 DAYS AGO

(DALLAS) - The American Gem Trade Association (AGTA) announced the results of it’s annual AGTA Board of Directors election. Bruce Bridges, of Bridges Tsavorite, and Jeffrey Bilgore, of Jeffrey Bilgore, LLC, were both re-elected to the Board; and Charles Carmona, Guild Laboratories, and Robert Van Wag...

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Richline announces partnerships with “wearable technology” companies

25 DAYS AGO
Richline announces partnerships with “wearable technology” companies

Forms alliance with CUFF  and Omate ®                              

Richline Brands and CUFF™, a Bay-area based, connected jewelry company, have announced a partnership agreement for the exclusive distribution of CUFF products. The partnership is designed to fundamentally bridge the function and fashi...

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RapNet launches new Android app

25 DAYS AGO

(NEW YORK) - RapNet has announced the release of a new mobile app for Android, following the successful launch of their iPhone app.

The app allows RapNet members to conduct their business on the go, and stay on top of the market wherever they are. The app includes advanced searches, saved searches and...

Readmore

#NFC Pearl from Galatea gives jewelry a voice

25 DAYS AGO
#NFC Pearl from Galatea gives jewelry a voice

Patented Momento Pearl   saves your precious moments in a pearl

(SAN DIMAS, Calif.) - The NFC-empowered Momento Pearl™ from Galatea: Jewelry by Artist is a cultured pearl containing near field communication (NFC) technology, allowing a user to create a tailored voice message that can be played when the...

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Sales Growth Expert: Open your eyes wide - PLEASE - and sell me Add-Ons

Plus how to sell Add-Ons

Do not miss the opportunities to make money on products and services that enhance my use of the things I buy from you. Items and services that make your products and service serve me better and solve my problems, needs and wants.


Saturday afternoon, about a half hour before a Penn State football game I wanted to watch, my wife Jan comes home from shopping and tells me, "I have a flat tire on the front of my car." Having been married to her for over 42 years, I know what she did not say was what I needed to do. Go get it fixed.


So out to the garage I went, found my small electric pump and put enough air in the tire to get it across the street to the Firestone store. By the way, a business I do not like to frequent. I like to buy from mom and pop businesses, but sometimes I am like most others and spend my money where it is most convenient. In this case, right across the street from my home. They informed me it would be 2 hours or so and asked if I was going to wait. I told them I would leave the car and they said they would call me when it was ready.


Four hours later and about fifteen minutes before they closed I called them, asked if my tire was fixed and they said, "Oh, yes. We forgot to call you." "No kidding," I replied and sarcastically added, "Great service."

I quickly walked over, paid them for the work and drove off. Because of the configuration of the roads around the shopping center in our neighborhood it is much easier and faster to drive back to my house by going out the far end of the shopping center. As I turned to enter the highway, I noticed the state police had a road block set up stopping every vehicle. My savings of time for going out the far end of the parking lot was now gone and I waited my turn to be addressed by the police officer, with my license and registration in hand.

I pulled up and rolled down my window. He asked to see my license and registration while informing me this was a routine block and told me to stay in my car and he would be right back. Upon his return he said, "Mr. Janet everything seems to be in order except do you know your state inspection was due last month?"

Now, it was my fault I did not have the inspection done, but I quickly turned the blame to Firestone. After all my car was in their service bay for over four hours. Why didn't they look and see that I needed the car inspected? I mean that is their business to sell me all they can. To sell me add-on service and products. Inspecting cars is one way they make a ton of money. As the officer handed me my ticket I saw I was fined $25 plus $121 court cost. A total of $146.

I now was not only blaming Firestone, I was and still am a very angry ex-customer. From now on, as far as auto service is concerned, I will not take advantage of the convenience of Firestone being right across the street.

When we used to pump gas in front of our tire business we would always check the customers oil and while under the hood we checked for cracked belts, oil leaks, the need for a new air cleaner, etc. We even got down and checked under their vehicles for leaks and checked their tail pipes and mufflers and tire wear. We made lots of loyal customers and many, many add-on sales.

Are your eyes wide open looking for the problems, needs and wants you can solve for your customers? Are your eyes wide open looking for opportunities to make sales and profits and gain and retain customers?

How to sell add-ons
Aggressive Action # 29

from "How to Take Customers Away from your Competition" by Bob Janet
Most products have related items you can sell along with them that make you extra profits. They are called add-ons because salespeople try to sell them after the products are sold. Most salespeople fail to sell add-ons because it is very difficult to sell the related items after you have closed the sale. The customer is no longer in the mind-set to continue buying. You will sell more add-on items if you stop thinking of them as add-ons after the sale. It is much easier to sell related items during the sale than to get the customer to spend more money after they have purchased the main item.

Closing Technique #16 of 23
Add-On/Related Items Close

from "How to Take Customers Away from your Competition" by Bob Janet
The Add-On Selling Close is started at the very beginning of the sale and used throughout the sale. The prospect comes to see you, or you go to see him/her, and the first thing you do is pull out a sales order sheet and write the date on it. Every time you talk about your product/service and you have an add-on item or service to sell with it, you write it down along with the product/service you are selling.


Bob Janet - Sales consultant/trainer, speaker, author of "Join The Profit Club" combines 40 plus years as owner/operator of professional, retail, manufacturing and service businesses with his unique teaching and storytelling ability to motivate, educate and inspire business professionals of all levels and all industries for increased sales & profits. Contact Bob at 800-286-1203, or e-mail This email address is being protected from spambots. You need JavaScript enabled to view it..


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