07012016Fri
Last updateFri, 01 Jul 2016 9am
Not all was lost in the fire

Not all was lost in the fire

Namano salvages jewelry (and memories) scorched in...

Drive-through jewelry store?

Drive-through jewelry store?

With no serious injuries and a great attitude, own...

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4th annual Rings of Strength Tour: Walking, running, biking and yoga to support Jewelers for Children

4th annual Rings of Strength Tour: Walking, running, biking and yoga to support Jewelers for Children

(NEW YORK) - Jewelers for Children held the 4th annual Rings of Strength Tour on Thursday, June 2, at Mandalay Bay Resort and Casino in Las Vegas. More than 160 participants assembled at 5:30 a.m. to either walk or run 5K, or bike one of two courses, ...

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Industry Events

JCK Las Vegas, LUXURY and JIS Exchange glistened during a sweltering week in the desert

JCK Las Vegas, LUXURY and JIS Exchange glistened during a sweltering week in the desert

(NORWALK, Conn.) - Going out with the heat, JCK Las Vegas concluded its 26th edition on Monday, June 6. The show welcomed the best of the best in the jewelry industry with over 2,400 exhibiting brands and manufacturers, as well as an abundant lineup o...

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On The Move

Gemologist-writer Diana Jarrett is Best-of-the-Best in Writers Competition

Gemologist-writer Diana Jarrett is Best-of-the-Best in Writers Competition

Southern/Mid-America Jewelry News columnist earns national acclaim – again

(NEW YORK) - Popular gem industry writer/author Diana Jarrett accepted an award from the American Federation of Mineralogical Societies for their Editors, Writers, Poets & I...

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What's New

PhotoScribe jewelry inscription service now operating exclusively from IGI

(NEW YORK) - The International Gemological Institute (IGI) – creators of diamond laser inscription, Laserscribe - has announced that jewelry inscription service, PhotoScribe, will operate solely from the Institute’s New York laboratory.

PhotoScribe las...

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Featured Articles

Eager to grow, eager to please, Costar Imports realizing goal of going national

Eager to grow, eager to please, Costar Imports realizing goal of going national

With expansions to the San Francisco Bay Area and Thailand, Costar Imports has come a long way since Ram Kedia opened up shop in New Orleans back in 1988.

Costar began as a diamond wholesaler supplying independent retail jewelers in the Southeastern U...

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Latest News

4th annual Rings of Strength Tour: Walking, running, biking and yoga to support Jewelers for Children

1 HOUR AGO
4th annual Rings of Strength Tour: Walking, running, biking and yoga to support Jewelers for Children

(NEW YORK) - Jewelers for Children held the 4th annual Rings of Strength Tour on Thursday, June 2, at Mandalay Bay Resort and Casino in Las Vegas. More than 160 participants assembled at 5:30 a.m. to either walk or run 5K, or bike one of two courses, a leisurely 15K route or a challenging 50K route. ...

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AGTA announces project to combat rise of silicosis

1 HOUR AGO

(DALLAS) - The American Gem Trade Association (AGTA) announced that the Association has initiated a project to combat the rise of silicosis that has led to significant suffering within the colored gemstone industry. President Jeffrey Bilgore appointed an ad hoc committee, headed by AGTA Vice Presiden...

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JCK Las Vegas, LUXURY and JIS Exchange glistened during a sweltering week in the desert

9 DAYS AGO
JCK Las Vegas, LUXURY and JIS Exchange glistened during a sweltering week in the desert

(NORWALK, Conn.) - Going out with the heat, JCK Las Vegas concluded its 26th edition on Monday, June 6. The show welcomed the best of the best in the jewelry industry with over 2,400 exhibiting brands and manufacturers, as well as an abundant lineup of industry networking opportunities and informativ...

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Jewelers for Children celebrates 18 years, honors Stuart Lee and Dennis Ulrich

16 DAYS AGO
Jewelers for Children celebrates 18 years, honors Stuart Lee and Dennis Ulrich

(NEW YORK) - On June 5, 2016, Jewelers for Children (JFC) held the 18th Annual Facets of Hope event in Las Vegas at the Mandalay Bay Resort and Casino. The charity announced that $3.1 million had been raised to support their charity partners in the year ahead and that since 1999 $51.4 million had bee...

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Gemologist-writer Diana Jarrett is Best-of-the-Best in Writers Competition

1 DAY AGO
Gemologist-writer Diana Jarrett is Best-of-the-Best in Writers Competition

Southern/Mid-America Jewelry News columnist earns national acclaim – again

(NEW YORK) - Popular gem industry writer/author Diana Jarrett accepted an award from the American Federation of Mineralogical Societies for their Editors, Writers, Poets & Illustrators competition, reports the New York Mine...

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Holojem wins first prize at JCK Think Tank

16 DAYS AGO
Holojem wins first prize at JCK Think Tank

Jewelers Mutual, Excelion Partners team up for 3D projection aimed at creating customized jewelry store experiences

(NEENAH, Wis.) - Holojem™, a Jewelers Mutual Insurance Company partnership with Excelion Partners, won first prize at JCK Las Vegas’ Think Tank on Sunday, June 5.

Think Tank, an event hel...

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PhotoScribe jewelry inscription service now operating exclusively from IGI

17 MINS AGO

(NEW YORK) - The International Gemological Institute (IGI) – creators of diamond laser inscription, Laserscribe - has announced that jewelry inscription service, PhotoScribe, will operate solely from the Institute’s New York laboratory.

PhotoScribe laser inscription service specializes in laser engrav...

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Lafonn introduces new Lassaire® In Motion collection

27 MINS AGO
Lafonn introduces new Lassaire® In Motion collection

(CYPRESS, Calif.) - Lafonn, the brand known for luxury within reach, is pleased to introduce its new Lassaire® In Motion collection.

The new collection, which made its debut at the JCK Las Vegas Show, features Lafonn’s exclusive simulated diamond, Lassaire®, in frameless designs. Lassaire® In Motion i...

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More of the Low Hanging Fruit – Adding-On

The past couple of months we have been discussing the process of selling additional items. As we approach the all important holiday season the importance of learning to suggest, show and sell additional items is paramount to your individual success and the overall success of your company. Again, selling additional items are one of the keys to maximizing both sales and profits in a retail jewelry store.

Customers want and need to buy additional items. In many cases the additional items are not on the top of the customers mind or aren’t a priority purchase at the moment that he/she is in your store. However, that is not to say that the customer won’t buy the additional items if introduced or given the suggestion of appropriate items that they need to purchase in the future.

To review a few of the key points about adding-on from previous articles:

1) Selling Add-on items is profit – the majority of the costs of running a business are amortized out of the main item purchase.

2) Selling Add-on items is a customer service – customers want and need to buy additional items. In some cases the customer simply hasn’t given any thought to the additional items or isn’t aware of the various different items that you sell in your store.

3) The Add-on doesn’t necessarily have to cost less than the main item. People have budgets for different things. If a customer is buying a graduation gift for a son’s girlfriend, that doesn’t mean he/she doesn’t have an even larger budget for the special event that they have coming in a couple of weeks.

4) What to Add-on – the key to success in selling additional items comes in the salesperson’s ability to ask add-on questions in order to determine what are the most appropriate additional items to sell.

5) An Add-on item is anything that you sell in addition to what the customer came in to purchase.

6) A professional salesperson MUST attempt to sell additional items. One of a salesperson’s main responsibilities is to sell additional items. I am not saying a salesperson must sell an add-on item to every customer, but a salesperson must attempt to sell an add-on item to every customer. Again, the only way to maximize a selling opportunity is through presenting additional goods.

7) Add-ons can significantly increase a salesperson’s income. When a salesperson is paid on commission a salesperson who shows, suggests and sells additional items can increase his/her commissions tremendously.

8) The Assumptive Add-on Close. The assumptive add-on close, as detailed last month, is one of the most effective add-on techniques available when the close is based on information that you learned throughout the earlier portion of the selling process.

The Don’t Let Me Forget/Remind Me To Show You Add-On Technique

This technique will actually cause customers to add-on to themselves. You will even find that in many cases the customer is actually reminding you to sell them additional merchandise. The technique is a method in which you stimulate the thought process and the desire in the customer.

For example; A woman comes in and is shopping for a watch for her husband, the salesperson could say for example: “Let’s take a look at some watches and, Oh, by the way, your earrings are gorgeous, don’t let me forget later to show you a pendant we have that will match perfectly.”

Another option would be to say: “Remind me later, I would love to get your opinion on some new items that we think are going to be very popular this holiday season, I’d love to see what you think.”

Again, if you don’t ask you won’t get. With these techniques you will find customers reminding you that you wanted their opinion on something or saying; “Why don’t you let me see the pendant that you mentioned?” Adding-on is the secret to building your sales and profits with your existing customers. In retail jewelry there are only three ways to increase sales. Those are to sell more of the people that you talk to, to sell more to the people you are already selling and to get more people in the store that you can sell. Selling additional items is an extremely important aspect of the job of a true professional salesperson. Further, your customers will appreciate the professionalism and the time that you have saved them in not having to shop at other stores to complete his or her buying needs.

Next month we will close out the articles on selling add-on items by detailing a few more add-on techniques.

Author, trainer, consultant and speaker Brad Huisken is President of IAS Training. Mr. Huisken authored the book “I’m a Salesman! Not a PhD.” and developed the PMSA Relationship Selling Program, the PSMC Professional Sales Management Course, The Mystery Shoppers Kit, The Weekly Jewelry Sales Training Meeting Series (exclusively for jewelry) along with Aptitude Tests and Proficiency Exams for new hires, current sales staff and sales managers and his new Train The Sales Trainer Course. In addition he publishes a free weekly newsletter called “Sales Insight.” For a free subscription or more information contact IAS Training at 800-248-7703, e-mail This email address is being protected from spambots. You need JavaScript enabled to view it. or visit www.iastraining.com.


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