05282015Thu
Last updateWed, 27 May 2015 2pm
24 Karat Club SEUS adds 4 new members

24 Karat Club SEUS adds 4 new members

The 24 Karat Club Southeastern United States annou...

Jewelry Pie reacts to increased demand for high-end product

Jewelry Pie reacts to increased demand for high-end product

“In the last year Jewelry Pie has seen a large inc...

Goldstein introduces new diamond & ruby ring

Goldstein introduces new diamond & ruby ring

Goldstein Diamonds, an industry leader in GIA cert...

Endless enters 21st market in 20 months, securing New Zealand retail partners

Endless enters 21st market in 20 months, securing New Zealand retail partners

Endless Jewelry has announced they  have secured m...

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IGI introduces virtual 3-dimensional diamond viewing

IGI introduces virtual 3-dimensional diamond viewing

Institute’s Diamond Reports to feature QR codes

(NEW YORK) - The International Gemological Institute (IGI), a world renowned independent gem certificati...

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Guertin Brothers to display Fabergé egg inspired Fender guitar at JCK Vegas

1 DAY AGO
Guertin Brothers to display Fabergé egg inspired Fender guitar at JCK Vegas

Guertin Brothers has announced they will have a one of a kind Fender guitar in their booth at the JCK show. Also on display will be a replica of the Fabergé Egg, which was the inspiration for the guitar.

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Jewelers of America adds new GEM Award for Watch Design category

1 DAY AGO
Jewelers of America adds new GEM Award for Watch Design category

Submission period opens for 2016 Award nominees

(NEW YORK) - Jewelers of America (JA), the national association for businesses serving the fine jewelry marketplace, has announced the addition of a GEM Award for Watch Design to the 14th Annual GEM Awards gala taking place on January 8, 2016, at Ciprian...

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GIA’s goes “All In” for JCK Las Vegas

8 DAYS AGO
GIA’s goes “All In” for JCK Las Vegas

Exclusive in-booth briefings, museum displays, colored stone services and more

(CARLSBAD, Calif.) – Attendees of the 2015 JCK Las Vegas show at the Mandalay Bay Resort & Casino can visit GIA’s booth (L99) from May 29 – June 1 to learn about the Institute’s not-to-miss show offerings, ranging from th...

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Texas Jewelers Association announces 2015 Convention dates, plans for JCK Vegas Meet & Greet

27 DAYS AGO

San Antonio will again be the host location for the 2015 Texas Jewelers Association (TJA) Convention.  The event will take place from October 10 - 12 at the El Tropicano Hotel, located directly on the Riverwalk.

The Convention will kick off Saturday evening with a President’s Party, hosted by TJA Pre...

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Reed Exhibitions acquires Jewelers International Showcase

1 DAY AGO

(NORWALK, Conn.) -  Reed Exhibitions has announced it will expand its jewelry event portfolio with the acquisition of Jewelers International Showcase (JIS). JIS has three annual business-to-business events for the jewelry industry at the Miami Beach Convention Center. Thousands of retailers attend th...

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Rio Grande announces winners of 15th annual Saul Bell Design Award

1 DAY AGO
Rio Grande announces winners of 15th annual Saul Bell Design Award

At a celebration dinner held during the Santa Fe Symposium® in Albuquerque, NM, Rio Grande announced the winners of the 15th annual Saul Bell Design Award competition. Through rigorous judging, a panel of judges chose first- and second-place winners in each of six competitive categories, as well as ...

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IGI introduces virtual 3-dimensional diamond viewing

1 DAY AGO
IGI introduces virtual 3-dimensional diamond viewing

Institute’s Diamond Reports to feature QR codes

(NEW YORK) - The International Gemological Institute (IGI), a world renowned independent gem certification and appraisal institute, has announced its long-standing diamond grading reports will now include QR (quick response) codes, which will allow for f...

Readmore

Stuller, Inc. introduces new tools catalog

1 DAY AGO
Stuller, Inc. introduces new tools catalog

Book highlights tried and tested tools and supplies

(LAFAYETTE, La.) – Solutions supplier and prime manufacturer, Stuller has announced the release of its newest tools catalog, Tools, Equipment, and Metals 2016-2017 . The 600+ page book features a variety of new products, bestsellers, exclusives, and St...

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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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