06262017Mon
Last updateTue, 20 Jun 2017 6pm
Ellis Jewelers Tim Hiatt credits retail success to his genes

Ellis Jewelers Tim Hiatt credits retail success to his genes

They say you can escape your past but not your gen...

Masters of Marketing - A century of sparkling insight (Part 1)

Masters of Marketing - A century of sparkling insight (Part 1)

Schnack’s Fine Jewelry, Alexandria, LA     

There is ...

Retailer Roundtable: What jewelry trends are you seeing leading up to Vegas?

Retailer Roundtable: What jewelry trends are you seeing leading up to Vegas?

Q: What jewelry trends are you seeing leading up to...

Georgia Jewelers Association announces scholarship winners

Georgia Jewelers Association announces scholarship winners

For the sixth year, Georgia Jewelers Association (...

Other News

De Beers sends mining ship to explore Namibian coast

De Beers sends mining ship to explore Namibian coast

The $157 million vessel can accommodate a crew of 80 and has a helicopter deck suitable for Sikorsky S61s.

De Beers, the world's No.1 diamond miner by value, unveiled last Thursday the world's largest diamond exploration vessel, which will search for ...

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Industry Events

Charles Stanley and Yancy Weinrich honored at Jewelers for Children Facets of Hope

Charles Stanley and Yancy Weinrich honored at Jewelers for Children Facets of Hope

(NEW YORK) - Jewelers for Children (JFC) held the 19th edition of the Facets of Hope event on June 7, in Las Vegas at the Mandalay Bay Resort and Casino. The charity announced that $2.2 million had been raised to support their charity partners in the ...

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On The Move

JA announces 2018 GEM Award for Lifetime Achievement recipient

JA announces 2018 GEM Award for Lifetime Achievement recipient

Sally Morrison of Gemfields to receive the prestigious award

(NEW YORK) - Jewelers of America (JA) and the GEM Awards Committee have announced that Sally Morrison, Director of Sales and Marketing, Americas, of Gemfields, will receive the GEM Award for ...

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What's New

Rembrandt Charms introduces Bridal Party Program

Rembrandt Charms introduces Bridal Party Program

(WILLIAMSVILLE, N.Y.) - Rembrandt Charms Bridal Party Expansion Program creates an omni-channel experience for the bridal shopper, and cultivates new and repeat business for the retail jeweler. The Program is a low-cost investment of $170 and can gene...

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Featured Articles

With more growth in the works, LaserStar celebrates 60 years of an evolving, dynamic business

With more growth in the works, LaserStar celebrates 60 years of an evolving, dynamic business

LaserStar Technologies is celebrating 60 years in business the perfect way: The leading manufacturer of jewelry laser systems is doubling the size of its facility in Orlando, FL, putting its Southern operations on par with its flagship facility in Pr...

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Latest News

De Beers sends mining ship to explore Namibian coast

5 DAYS AGO
De Beers sends mining ship to explore Namibian coast

The $157 million vessel can accommodate a crew of 80 and has a helicopter deck suitable for Sikorsky S61s.

De Beers, the world's No.1 diamond miner by value, unveiled last Thursday the world's largest diamond exploration vessel, which will search for the coveted stones on the seabed off the coast of ...

Readmore

Are American malls dead?

5 DAYS AGO
Are American malls dead?

With All the Bankruptcies and Closings, How Will the Mall Survive?

My first retail job in 1983 was at a RadioShack store in a small Indiana town. We had no POS system or any other technology to help us outside of the calculator we used to add up the numbers on the invoices. Our best-selling item was ...

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Charles Stanley and Yancy Weinrich honored at Jewelers for Children Facets of Hope

5 DAYS AGO
Charles Stanley and Yancy Weinrich honored at Jewelers for Children Facets of Hope

(NEW YORK) - Jewelers for Children (JFC) held the 19th edition of the Facets of Hope event on June 7, in Las Vegas at the Mandalay Bay Resort and Casino. The charity announced that $2.2 million had been raised to support their charity partners in the year ahead bringing the cumulative total since 199...

Readmore

Registration open for GIA’s New York Jewelry Career Fair

5 DAYS AGO
Registration open for GIA’s New York Jewelry Career Fair

Industry’s largest recruiting event returns to the Javits Center July 24

(NEW YORK) - Recruiters and aspiring job seekers can now register online for GIA’s Jewelry Career Fair to be held in New York on Monday, July 24. The leading gem and jewelry industry recruiting event will feature one-on-one caree...

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JA announces 2018 GEM Award for Lifetime Achievement recipient

12 DAYS AGO
JA announces 2018 GEM Award for Lifetime Achievement recipient

Sally Morrison of Gemfields to receive the prestigious award

(NEW YORK) - Jewelers of America (JA) and the GEM Awards Committee have announced that Sally Morrison, Director of Sales and Marketing, Americas, of Gemfields, will receive the GEM Award for Lifetime Achievement at the 16th annual GEM Awards...

Readmore

Georgia Jewelers Association announces scholarship winners

27 DAYS AGO
Georgia Jewelers Association announces scholarship winners

For the sixth year, Georgia Jewelers Association (GJA) has awarded scholarships to member stores and their employees. Scholarship chair, Jan Fergerson of Ford, Gittings and Kane in Rome, Georgia, announced the winners at the annual GJA Convention held at the Marriott Grand National Resort in Opelika...

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Rembrandt Charms introduces Bridal Party Program

12 DAYS AGO
Rembrandt Charms introduces Bridal Party Program

(WILLIAMSVILLE, N.Y.) - Rembrandt Charms Bridal Party Expansion Program creates an omni-channel experience for the bridal shopper, and cultivates new and repeat business for the retail jeweler. The Program is a low-cost investment of $170 and can generate over $1,500 in sales from one wedding party. ...

Readmore

Jayden Star celebrates 10-year anniversary with new product roll-out

25 DAYS AGO
Jayden Star celebrates 10-year anniversary with new product roll-out

(NEW YORK) - Celebrating with style, Jayden Star marks it’s 10-year anniversary with the biggest new product roll-out in company history during the JCK Las Vegas 2017 show. “With wholesale price points from $3 to $300, it’s hard to go wrong,” says Patrick Retzer, VP of Sales for Jayden Star. “All our...

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Furry Friends: Buffy the Shitzu

5 DAYS AGO
Furry Friends: Buffy the Shitzu

Buffy the shitzu recently celebrated her 10-year anniversary at Carl’s Fine Jewelry in Covington, LA. She’s quite stylish and the customers just love her.

Do you have a furry friend that helps out in your store? Tell us about it and send a picture to bill@southernjewelrynews.com.

 

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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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