04222018Sun
Last updateTue, 17 Apr 2018 11pm
Bill’s Jewelers thrives by staying true to a family promise

Bill’s Jewelers thrives by staying true to a family promise

Bill’s Jewelers in Thomasville, Ga., has three dri...

Steady attendance, serious buyers welcome spring at Atlanta Jewelry Show

Steady attendance, serious buyers welcome spring at Atlanta Jewelry Show

(ATLANTA)  - Steady attendance numbers coupled with ...

Retail Roundtable: What’s the most unusual request you’ve had from a customer?

Retail Roundtable: What’s the most unusual request you’ve had from a customer?

“I started working in this business on September 1...

Bead it on down the line

Bead it on down the line

A girls’ day out can do a lot for a woman, from re...

Other News

NRF/IBM study sheds light on what Gen Z shoppers really want

NRF/IBM study sheds light on what Gen Z shoppers really want

“What do Gen Z shoppers really want,” the third and final installment of a global study co-sponsored by the IBM Institute of Business Value and the National Retail Federation, examines what this youngest generation considers to be “retail essentials”...

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Industry Events

Innovative Musical Leadership Program to open GIA Symposium

Innovative Musical Leadership Program to open GIA Symposium

The Music Paradigm’s world-renowned music and learning program imparts leadership lessons of the symphony maestro

(CARLSBAD, Calif.) - The GIA (Gemological Institute of America) International Gemological Symposium, Oct. 7-9 in Carlsbad, CA, will includ...

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On The Move

Finalists and judges announced for 2018 Saul Bell Design Award

Finalists and judges announced for 2018 Saul Bell Design Award

Rio Grande, the organizer of the Saul Bell Design Award ( www.saulbellaward.com ), is pleased to announce the 45 finalists of the 2018 Saul Bell Design Award competition, as well as the two panels of experts tasked with judging the finalists’ work.

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What's New

GIA provides Melee Analysis Service

GIA provides Melee Analysis Service

Independently operated inside Stuller’s global headquarters

(LAFAYETTE, La.) - Stuller, Inc. is pleased to announce a new strategic service arrangement with GIA (Gemological Institute of America) by offering GIA’S Melee Analysis Service inside its glob...

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Featured Articles

Medford Chason’s treasures

Medford Chason’s treasures

As the saying goes, “one man gathers what another man spills.” In his early teens, enterprising young Medford Chason and his boyhood buddy excavated a garbage dump near his family’s tobacco farm in Southwest, GA that was closed in the early 1900s. Ov...

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Latest News

NRF/IBM study sheds light on what Gen Z shoppers really want

4 DAYS AGO
NRF/IBM study sheds light on what Gen Z shoppers really want

“What do Gen Z shoppers really want,” the third and final installment of a global study co-sponsored by the IBM Institute of Business Value and the National Retail Federation, examines what this youngest generation considers to be “retail essentials” as well as what delights and engages them. The st...

Readmore

WJA announces free first-year memberships for students

4 DAYS AGO
WJA announces free first-year memberships for students

A Gemological Science International (GSI) sponsorship is underwriting the project

(POUGHKEEPSIE, N.Y.) - The Women’s Jewelry Association (WJA) announced that it’s offering the first year of student membership free to students during 2018, thanks to a new sponsorship from Gemological Science Internatio...

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Innovative Musical Leadership Program to open GIA Symposium

11 DAYS AGO
Innovative Musical Leadership Program to open GIA Symposium

The Music Paradigm’s world-renowned music and learning program imparts leadership lessons of the symphony maestro

(CARLSBAD, Calif.) - The GIA (Gemological Institute of America) International Gemological Symposium, Oct. 7-9 in Carlsbad, CA, will include the debut - for the gem and jewelry industry - o...

Readmore

Jewelers Vigilance Committee announces 2018 webinar series

11 DAYS AGO
Jewelers Vigilance Committee announces 2018 webinar series

(NEW YORK) - The Jewelers Vigilance Committee (JVC) will commence an important live webinar series beginning in May of 2018. This series is designed to help members of our industry avoid legal risks and implement legally compliant business practices. Mark your calendars now so you can catch each of t...

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Finalists and judges announced for 2018 Saul Bell Design Award

4 DAYS AGO
Finalists and judges announced for 2018 Saul Bell Design Award

Rio Grande, the organizer of the Saul Bell Design Award ( www.saulbellaward.com ), is pleased to announce the 45 finalists of the 2018 Saul Bell Design Award competition, as well as the two panels of experts tasked with judging the finalists’ work.

Readmore

Joel McFadden Appointed Director of MJSA Council of Custom Jewelers

4 DAYS AGO
Joel McFadden Appointed Director of MJSA Council of Custom Jewelers

MJSA, the trade alliance dedicated to professional excellence in jewelry making and design, has appointed Joel McFadden as director of the MJSA Council of Custom Jewelers.

Readmore

GIA provides Melee Analysis Service

4 DAYS AGO
GIA provides Melee Analysis Service

Independently operated inside Stuller’s global headquarters

(LAFAYETTE, La.) - Stuller, Inc. is pleased to announce a new strategic service arrangement with GIA (Gemological Institute of America) by offering GIA’S Melee Analysis Service inside its global headquarters in Lafayette, Louisiana. Melee use...

Readmore

AGS Laboratories now offers independent diamond cutter services

11 DAYS AGO
AGS Laboratories now offers independent diamond cutter services

(LAS VEGAS) - AGS Laboratories has engaged Advanced Diamonds, a Las Vegas diamond cutting service, in an effort to further support the needs of clients and AGS members by offering laser inscription removal and recutting services.

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The Marketing Minute: Trend Spotting

6 MONTHS AGO

Marketing specialist George Prout produces a weekly marketing advice video for retail jewelers, The Monday Morning Marketing Minute. He’s generously agreed to let us share them with our eWeekly readers.

 

Click here  to see more of George Prout’s The Marketing Minute

 

 

 

 

 

 

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The Marketing Minute: Pricing Strategy

6 MONTHS AGO

Marketing specialist George Prout produces a weekly marketing advice video for retail jewelers, The Monday Morning Marketing Minute. He’s generously agreed to let us share them with our eWeekly readers.

 

Click here  to see more of George Prout’s The Marketing Minute

 

 

 

 

 

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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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