04262017Wed
Last updateTue, 25 Apr 2017 9pm
Libby Brown named new Executive Director of Atlanta Jewelry Show

Libby Brown named new Executive Director of Atlanta Jewelry Show

Carol Young steps down after 20 years  

(ATLANTA) - T...

Retailer Roundtable: What was your most successful Mother’s Day promotion?

Retailer Roundtable: What was your most successful Mother’s Day promotion?

Q: What was your most successful Mother’s Day prom...

GA jeweler fosters, develops jewelry designing talent

GA jeweler fosters, develops jewelry designing talent

When Douglas Meadows was looking to phase out PAND...

Other News

Colucci Jewelers owner charged with murder

Colucci Jewelers owner charged with murder

2 nd tragedy to strike family in last 2 years

A Summerville, SC family well-known for their dealings in the jewelry industry throughout Flowertown and North Charleston faced another tragedy Friday after a fatal shooting, according to North Charleston po...

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Industry Events

New jewelry show planned for Midwest

New jewelry show planned for Midwest

New Horizons Jewelry Show to be held August 19-21

Jewelry manufacturers, retailers and other industry professionals will come together for the launch of a new event this August in Columbus, Ohio. “The New Horizons Jewelry Show is the only show serving...

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On The Move

Jewelers of America expands IDEX partnership

Jewelers of America expands IDEX partnership

(NEW YORK) - Jewelers of America (JA), the national trade association for businesses serving the fine jewelry marketplace, has expanded its partnership with IDEX, the International Diamond Exchange.

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What's New

Gemvision launches new version of Matrix® and Clayoo software

Gemvision launches new version of Matrix® and Clayoo software

(LAFAYETTE, La.) - Gemvision, part of the Stuller family of companies, is pleased to now announce the release of a new version of their award-winning software, Matrix 9.0 and Clayoo 2.5.

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Featured Articles

Stuller, Inc. wraps up annual Bench Jeweler Workshop

Stuller, Inc. wraps up annual Bench Jeweler Workshop

Jyothi Forman walks away with overall win

(LAFAYETTE, La.) - Stuller hosted their annual Bench Jeweler Workshop this past weekend welcoming more than 200 jewelers from across the country to its global headquarters in Lafayette, Louisiana.

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Latest News

Colucci Jewelers owner charged with murder

6 DAYS AGO
Colucci Jewelers owner charged with murder

2 nd tragedy to strike family in last 2 years

A Summerville, SC family well-known for their dealings in the jewelry industry throughout Flowertown and North Charleston faced another tragedy Friday after a fatal shooting, according to North Charleston police.

Readmore

Gold’s found a new pocket of opportunity

6 DAYS AGO
Gold’s found a new pocket of opportunity

"Don't gain the world and lose your soul; wisdom is better than silver or gold."

You may have to read the quote more than once, but Bob Marley knew what he was talking about.

At the moment, investors seemingly disagree a bit with him, and they have pushed spot gold up around 8 percent higher since the...

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New jewelry show planned for Midwest

14 DAYS AGO
New jewelry show planned for Midwest

New Horizons Jewelry Show to be held August 19-21

Jewelry manufacturers, retailers and other industry professionals will come together for the launch of a new event this August in Columbus, Ohio. “The New Horizons Jewelry Show is the only show serving the Midwest and will feature more than 250 booths...

Readmore

IAC announces 7th annual Gold Conference - “Creativity, Community & Collaboration”

14 DAYS AGO
IAC announces 7th annual Gold Conference - “Creativity, Community & Collaboration”

April 26 - April 28, 2017 

(NEW YORK) - Initiatives in Art & Culture (IAC) announced the agenda for its Seventh Annual Gold Conference, entitled "Creativity, Community & Collaboration," taking place April 26-28, 2017. Presentation highlights include:

  • "Transforming Retail," a conversation with An...

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Jewelers of America expands IDEX partnership

6 DAYS AGO
Jewelers of America expands IDEX partnership

(NEW YORK) - Jewelers of America (JA), the national trade association for businesses serving the fine jewelry marketplace, has expanded its partnership with IDEX, the International Diamond Exchange.

Readmore

Libby Brown named new Executive Director of Atlanta Jewelry Show

12 DAYS AGO
Libby Brown named new Executive Director of Atlanta Jewelry Show

Carol Young steps down after 20 years  

(ATLANTA) - The Atlanta Jewelry Show is pleased to announce the promotion of Libby Brown from Assistant Executive Director to Executive Director. Libby assumes the role from Carol Young, who held that position for the past 20 years.

Readmore

Gemvision launches new version of Matrix® and Clayoo software

6 DAYS AGO
Gemvision launches new version of Matrix® and Clayoo software

(LAFAYETTE, La.) - Gemvision, part of the Stuller family of companies, is pleased to now announce the release of a new version of their award-winning software, Matrix 9.0 and Clayoo 2.5.

Readmore

GIA demonstrates prototype mounted gem testing device

6 DAYS AGO
GIA demonstrates prototype mounted gem testing device

New accessibly-priced instrument to be available in late 2017

(CARLSBAD, Calif.) - GIA (Gemological Institute of America) has announced it will introduce for sale later this year an easy-to-operate, sophisticated desktop instrument to reliably identify natural diamonds, separating them from all simula...

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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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