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Last updateWed, 29 Mar 2017 1pm

Other News

Relocation allows for a rare look inside De Beers’s London HQ

Relocation allows for a rare look inside De Beers’s London HQ

The potential sale of De Beers's London HQ offers a rare glimpse inside the mining giant, from subterranean vaults to a rooftop helipad.

Number 17 Charterhouse Street, a fortress in the heart of London, has been De Beers’s headquarters since 1979, but...

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Industry Events

MJSA Expo delivers “inspiring” experience for jewelry manufacturers and designers

MJSA Expo delivers “inspiring” experience for jewelry manufacturers and designers

The 2017 MJSA Expo may have been cut short by one day, thanks to a looming blizzard, but that didn’t stop the show’s attendees from getting the full “Expo experience.” The industry’s longest-running show dedicated to professional jewelry making and d...

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On The Move

Lafonn named 2017 JCK Jewelers’ Choice Award winner & finalist

Lafonn named 2017 JCK Jewelers’ Choice Award winner & finalist

(CYPRESS, Calif.) - Lafonn, the brand known for luxury within reach, has grabbed two honors in the 2017 JCK Jeweler’s Choice Awards. Now in its tenth year, the awards are given in multiple categories. Both of Lafonn’s wins are in the “Lab Grown Gemsto...

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What's New

ASHI launches 2017 Lovebright Collection Book

ASHI launches 2017 Lovebright Collection Book

ASHI is excited to launch the 2017 Lovebright Collection Book for all of their retail partners to share with their customers. ASHI reports the positive feedback they have received from their retailers, and the overwhelming desire to ignite and promot...

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Featured Articles

Diamond shipping scam impacts 20-plus diamond wholesalers

Diamond shipping scam impacts 20-plus diamond wholesalers

Since November, an estimated 20 or more diamond vendors from across the country have been contacted by phone - in many cases with repeated calls - by what a number of industry members and authorities suspect is an organized group of individuals submi...

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Latest News

Relocation allows for a rare look inside De Beers’s London HQ

1 DAY AGO
Relocation allows for a rare look inside De Beers’s London HQ

The potential sale of De Beers's London HQ offers a rare glimpse inside the mining giant, from subterranean vaults to a rooftop helipad.

Number 17 Charterhouse Street, a fortress in the heart of London, has been De Beers’s headquarters since 1979, but the street has been its home since the 1930s. At ...

Readmore

An emerald with a history goes to auction

1 DAY AGO
An emerald with a history goes to auction

In the auction world, there are few things more fascinating than the journey of a gem through the hands of the rich and famous. The Stotesbury Emerald, which will be included in the Sotheby’s Magnificent Jewels sale in New York on April 25, is one such stone.

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MJSA Expo delivers “inspiring” experience for jewelry manufacturers and designers

1 DAY AGO
MJSA Expo delivers “inspiring” experience for jewelry manufacturers and designers

The 2017 MJSA Expo may have been cut short by one day, thanks to a looming blizzard, but that didn’t stop the show’s attendees from getting the full “Expo experience.” The industry’s longest-running show dedicated to professional jewelry making and design, MJSA Expo had been scheduled to run for thr...

Readmore

Stuller hosts mini conference for jewelry group

7 DAYS AGO
Stuller hosts mini conference for jewelry group

Leading Jewelers Guild visits global headquarters

(LAFAYETTE, La.) - Stuller recently partnered with the Leading Jewelers Guild (LJG) to host a one-day conference at its global headquarters in Lafayette, Louisiana, giving members of the guild an entire day of education and networking.

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Lafonn named 2017 JCK Jewelers’ Choice Award winner & finalist

1 DAY AGO
Lafonn named 2017 JCK Jewelers’ Choice Award winner & finalist

(CYPRESS, Calif.) - Lafonn, the brand known for luxury within reach, has grabbed two honors in the 2017 JCK Jeweler’s Choice Awards. Now in its tenth year, the awards are given in multiple categories. Both of Lafonn’s wins are in the “Lab Grown Gemstone” category, further anchoring the brand’s positi...

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Jane Kirk appointed Executive Director of NC Jewelers Association

29 DAYS AGO
Jane Kirk appointed Executive Director of NC Jewelers Association

(RALEIGH, N.C.) - The North Carolina Jewelers Association (NCJA) is pleased to announce the appointment of Jane Kirk as Executive Director, effective immediately. The Board’s action comes with the fullest confidence that Kirk will be an excellent steward of NCJA’s goals and an advocate for North Caro...

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ASHI launches 2017 Lovebright Collection Book

15 DAYS AGO
ASHI launches 2017 Lovebright Collection Book

ASHI is excited to launch the 2017 Lovebright Collection Book for all of their retail partners to share with their customers. ASHI reports the positive feedback they have received from their retailers, and the overwhelming desire to ignite and promote their store’s diamond sales, has been extremely ...

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ASHI launches the I DO Bridal Sweepstakes

21 DAYS AGO
ASHI launches the I DO Bridal Sweepstakes

Announces winner of #LovebrightValentine Sweepstakes

(NEW YORK) - ASHI is excited to launch the I DO Bridal Sweepstakes, to kickoff the wedding season for its retail partners. Retailers will be able to attract bridal shoppers to their stores, through various social media platforms, and let every bride...

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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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