05242017Wed
Last updateTue, 16 May 2017 10pm
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...

JCK Vendor/Supplier Roundtable

JCK Vendor/Supplier Roundtable

This month rather than our usual Retailer Roundtab...

Other News

Southern Jewelers Guild reviews popular industry Facebook groups

Southern Jewelers Guild reviews popular industry Facebook groups

It’s been about 6 months since I first wrote about the industry-only, closed Facebook group named Jewelers Helping Jewelers. In the last 6 months, it has been my pleasure to watch this group continue to flourish, and grow from the 3500 members it had...

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Industry Events

GIA seminars on synthetic diamonds and diamond treatments announced for August Atlanta Jewelry Show

GIA seminars on synthetic diamonds and diamond treatments announced for August Atlanta Jewelry Show

(ATLANTA, Ga.) - For the first time at the Atlanta Jewelry Show, GIA (the Gemological Institute of America) will offer two seminars focused on identifying synthetic diamonds and diamond treatments. The seminars will be offered on Sunday, August 13 dur...

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On The Move

Finalists and judges announced for 2017 Saul Bell Design Awards

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 judgin...

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What's New

Hoover & Strong introduces certified lab grown diamond selection

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 ...

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Featured Articles

GA jeweler fosters, develops jewelry designing talent

GA jeweler fosters, develops jewelry designing talent

When Douglas Meadows was looking to phase out PANDORA last summer, his bench jeweler with jewelry designing skills and sales prowess stepped in to fill the inventory vacuum with in-house, hand-fabricated mainly sterling silver fashion jewelry. At sim...

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Latest News

Southern Jewelers Guild reviews popular industry Facebook groups

7 DAYS AGO
Southern Jewelers Guild reviews popular industry Facebook groups

It’s been about 6 months since I first wrote about the industry-only, closed Facebook group named Jewelers Helping Jewelers. In the last 6 months, it has been my pleasure to watch this group continue to flourish, and grow from the 3500 members it had when I first wrote about it, to where it stands n...

Readmore

Artist donates paintings to benefit Jewelers for Children

13 DAYS AGO
Artist donates paintings to benefit Jewelers for Children

Noted jewelry designer and artist Reena Ahluwalia has donated two original, museum quality paintings to be auctioned at the Jewelers for Children (JFC) Facets of Hope event in Las Vegas. The paintings, Portal of Empowerment and Brilliance Pink Diamond, show highly nuanced, hyper-realistic diamonds w...

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GIA seminars on synthetic diamonds and diamond treatments announced for August Atlanta Jewelry Show

7 DAYS AGO
GIA seminars on synthetic diamonds and diamond treatments announced for August Atlanta Jewelry Show

(ATLANTA, Ga.) - For the first time at the Atlanta Jewelry Show, GIA (the Gemological Institute of America) will offer two seminars focused on identifying synthetic diamonds and diamond treatments. The seminars will be offered on Sunday, August 13 during the Fall Show, held August 12 - 14, 2017 at th...

Readmore

JA to host events and Certification exams at JCK Las Vegas

7 DAYS AGO
JA to host events and Certification exams at JCK Las Vegas

Member-only cocktail party, JA Sales and Management Professional Certification exams included

(NEW YORK) - Jewelers of America (JA), the national trade association for businesses serving the fine jewelry marketplace, is offering a variety of events, promotions and certification opportunities during La...

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Finalists and judges announced for 2017 Saul Bell Design Awards

13 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.

Readmore

ASHI Diamonds appoints Al Minor as National Director of Sales

21 DAYS AGO
ASHI Diamonds appoints Al Minor as National Director of Sales

(NEW YORK) - ASHI Diamonds is pleased to announce the appointment of Al Minor as their National Director of Sales. Al’s appointment is part of ASHI’s marketing and expansion strategy that will enable it to better service independent jewelers in the United States.

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Hoover & Strong introduces certified lab grown diamond selection

7 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...

Readmore

Stuller releases Tools, Equipment, and Metals 2017-2018 catalog

7 DAYS AGO
Stuller releases Tools, Equipment, and Metals 2017-2018 catalog

(LAFAYETTE, La.) - Prime manufacturer and global distributor, Stuller has announced the release of its newest tools catalog, Tools, Equipment, and Metals 2017-2018.

“This 600+ page catalog is the resour

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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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