02252017Sat
Last updateWed, 22 Feb 2017 10am
Big idea for little diamonds

Big idea for little diamonds

HH Gold turns retailers’ melee into by-the-inch cr...

Gemstone wholesaler Tim Roark mixes business with friendships across the globe

Gemstone wholesaler Tim Roark mixes business with friendships across the globe

Tim Roark hadn’t traveled a lot as a child, but he...

Retailer Roundtable: Is the bead trend over?

Retailer Roundtable: Is the bead trend over?

Q: Is the bead trend over?

“The bead trend is defin...

Paying tribute to one of the oldest bench jewelers in the southeast

Paying tribute to one of the oldest bench jewelers in the southeast

John Bosco:  May 23, 1924 - December 14, 2016

The f...

Other News

How a group of retirees pulled off the biggest jewelry heist in British history

How a group of retirees pulled off the biggest jewelry heist in British history

They pried open the elevator doors to the open shaft. Then one or more of them dropped down to the basement.

The audacious April 2015 ransacking of safe-deposit boxes in Hatton Garden, London’s jewelry district, was epic. So much cash, jewelry, and ot...

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Industry Events

First 2017 JIS Show leaves attendees confident about the year ahead

First 2017 JIS Show leaves attendees confident about the year ahead

JIS deems 1st of two shows at temporary Fort Lauderdale location a success

(NORWALK, Conn.) - The JIS January 2017 Show concluded on January 29th at the Fort Lauderdale Convention Center for its first show of 2017 and its first of two shows being held ...

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On The Move

Noble Display and Packaging merges with J. Grant & Co.

Noble Display and Packaging merges with J. Grant & Co.

Noble Group brings greater service, products, pricing for independent jewelers

(CEDAR GROVE, N.J.) - Noble Display and Packaging has announced the completion of its merger with J. Grant & Co., a display and packaging company known for designing and...

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What's New

Zimbals expands wholesale pre-owned Rolex Watch Program

Zimbals expands wholesale pre-owned Rolex Watch Program

New SwissWatchServiceCenter.com site exclusively for Rolex repair

(TAMPA, Fla.) - Since 1990, the experts at Zimbals have been dedicated to the sales and service of pre-owned Rolex watches. You may know them by their wholesale-only website, SwissWatchP...

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Featured Articles

Retailer Roundtable: How was your Christmas season and what were your hot sellers?

Retailer Roundtable: How was your Christmas season and what were your hot sellers?

Q: How was your Christmas season and what were your hot sellers?  

“The actual numbers are still being tabulated, but what I can say is the numbers are close to 10 percent over last year’s holiday season. Which was quite a surprise as the months and we...

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Latest News

How a group of retirees pulled off the biggest jewelry heist in British history

2 DAYS AGO
How a group of retirees pulled off the biggest jewelry heist in British history

They pried open the elevator doors to the open shaft. Then one or more of them dropped down to the basement.

The audacious April 2015 ransacking of safe-deposit boxes in Hatton Garden, London’s jewelry district, was epic. So much cash, jewelry, and other valuables had been taken that the loot had bee...

Readmore

Printing up compassion in 3D

10 DAYS AGO
Printing up compassion in 3D

There is no remedy to cure the tragic hurt caused by the loss of a child. For a grieving parent, the best one can hope for is time to process the pain and a few happy memories. Time comes easy, but for parents of stillborn children, happy memories are often in short order.

Srdjan Urosev hopes his com...

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First 2017 JIS Show leaves attendees confident about the year ahead

2 DAYS AGO
First 2017 JIS Show leaves attendees confident about the year ahead

JIS deems 1st of two shows at temporary Fort Lauderdale location a success

(NORWALK, Conn.) - The JIS January 2017 Show concluded on January 29th at the Fort Lauderdale Convention Center for its first show of 2017 and its first of two shows being held in Fort Lauderdale, Florida. JIS reports the Show ...

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Registration open for 2017 Santa Fe Symposium

2 DAYS AGO
Registration open for 2017 Santa Fe Symposium

Premier conference for jewelry makers and educators

Registration is now open for the 2017 Santa Fe Symposium®. This year’s Symposium will be held in Albuquerque, N.M. from May 21–24.

“There is one reason I attend the Santa Fe Symposium year after year without fail: I learn more there than I do through...

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Noble Display and Packaging merges with J. Grant & Co.

10 DAYS AGO
Noble Display and Packaging merges with J. Grant & Co.

Noble Group brings greater service, products, pricing for independent jewelers

(CEDAR GROVE, N.J.) - Noble Display and Packaging has announced the completion of its merger with J. Grant & Co., a display and packaging company known for designing and manufacturing Ice Grip displays, modular Breakawa...

Readmore

RDI Diamonds achieves Responsible Jewelry Council certification

16 DAYS AGO
RDI Diamonds achieves Responsible Jewelry Council certification

(LONDON) - The Responsible Jewelry Council (RJC) has announced that RDI Diamonds, Inc. has achieved Certification against the 2013 Code of Practices (COP) at its trading office in New York.

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Zimbals expands wholesale pre-owned Rolex Watch Program

2 DAYS AGO
Zimbals expands wholesale pre-owned Rolex Watch Program

New SwissWatchServiceCenter.com site exclusively for Rolex repair

(TAMPA, Fla.) - Since 1990, the experts at Zimbals have been dedicated to the sales and service of pre-owned Rolex watches. You may know them by their wholesale-only website, SwissWatchPricing.com, or from their book, “The Professional’...

Readmore

ASHI introduces Lovebright - The new halo engagement ring

2 DAYS AGO
ASHI introduces Lovebright - The new halo engagement ring

Surveys have show that diamond halo engagement rings make up nearly 50% of all new bridal sales today. “​This is the perfect time to introduce and showcase the beauty and value of a Lovebright halo engagement ring to your customers,” says Rajeev Pandya, partner at Ashi Diamonds. ASHI’s Lovebright br...

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It’s a Brand New Ball Game!

Our current market situation has created a whole new ball game for those of us in the jewelry industry. The game has changed and for us to remain players we must change our approach to business and sales.

Are you willing to change?

Are you willing to try new sales techniques to create a winning team for 2009? Then let's get started!
History always repeats itself and the smart business owner looks into the past during tough times to know which direction to head today. It's the same as a sports team changing their playbook for the current season and you can do the same.

Looking back, when Henry Ford first started producing the Model-T automobile the horseshoe industry was in a panic - but some forward thinking horseshoe business owners looked at their current situation and knew they had to change their playbook to accommodate their current market - and they thrived brilliantly. Others tried to ride out the storm by not changing and lost everything.

You have a wonderful opportunity at this moment to change your approach to business and sales. And in this article I'll show you three techniques to modify your playbook and take advantage of the current market in 2009.

In my 26 years experience of training owners and salespeople, I can tell you first hand that the relationship between the customer and sales associate is the most important one in your business. Used the right way it can create the best year you have ever had!

Here's how we ensure you are benefiting from this relationship:

First: Be a hero - listen to your client's fears, hopes, and dreams! While most salespeople immediately jump into a sales pitch as soon as a customer walks through the door, be sure to train your salespeople to start asking questions about the customer's lives, their families, and their dreams. Create a safe environment for the client to feel free to talk and you have a client for life. This technique sounds so simple, but I have seen it work all across the country - start using it today!

Second: Ask your customer about their past jewelry purchases - whether they bought it from you or not and how much enjoyment they are getting from those past purchases. Notice how they begin to smile. Ask if they are wearing their new purchase every day or only for special occasions. Remember, they came into your jewelry store and they know you want to sell product. Asking questions lets the customers talk about themselves and creates a perfect sales environment.

Third: Train your sales associates over and over to allow the customer to talk and the sales associate to listen. A few months ago I wrote an article on the ‘Art of Listening to Your Clients' that received a lot of positive feedback. Remember that the biggest part of sales is listening - not the sales pitch - I call this "Listen to Buy." Listening is the foundation for a lifetime of business and referrals. Ask the customer questions and then have follow-up questions for the responses they give. By using this technique you will create trust and a huge client base at the same time.

The market has changed. And we must change also. Change your playbook to allow the customer to talk and the sales associate to listen. By taking an active approach to listening, you are ahead of the game.
Changing a few plays in your playbook can have a positive effect on your overall business. And listening to clients in today's market will create a winning season in 2009.

 


Ivan Levi is celebrating his 26th year in the jewelry industry. He is president of Ivan Alan jewels® and Ivan Alan SolutionsTM. His sales training seminars are heard throughout the country at trade shows and at in-store meetings. To contact Ivan for seminar information, call 800-235-1918.


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