09282016Wed
Last updateTue, 27 Sep 2016 11pm
Kentucky Jeweler identifies credit card scam

Kentucky Jeweler identifies credit card scam

One occurrence is an anomaly. Two instances of a p...

Steve Silver - setting the ‘Gold Standard’ in appraisals

Steve Silver - setting the ‘Gold Standard’ in appraisals

Appraising jewelry – it’s about more than gemology...

Alabama’s Saltwater Seminar announces new venue at Perdido Beach Resort

Alabama’s Saltwater Seminar announces new venue at Perdido Beach Resort

The Alabama Jewelers Association (AJA) invites all...

TJA examines gemstone treatments at Annual Conference

TJA examines gemstone treatments at Annual Conference

The Tennessee Jewelers Association (TJA) hosted it...

The partnership that produced a golden egg

The partnership that produced a golden egg

Based on a mutual respect and appreciation for eac...

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Woman receives mystery Rolex in the mail

Woman receives mystery Rolex in the mail

SAN FRANCISCO (KPIX 5) — It came out of the blue, a Bay Area woman gets a Rolex watch in the mail.

The woman, Marie, thought it was strange that she had a package waiting for her at the post office. She said it was from an unknown sender. Then she ope...

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Industry Events

Join ISG on a diamond mining field trip to Crater of Diamonds State Park

Join ISG on a diamond mining field trip to Crater of Diamonds State Park

The International School of Gemology (ISG) has announced a field trip to the Crater of Diamonds State Park in Murfreesboro, Arkansas. This is a great opportunity to visit a real diamond mine and share knowledge and fun with ISG Global Network members...

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On The Move

Jeff Sadowsky named President of Global Fine Jewels

Jeff Sadowsky named President of Global Fine Jewels

Global Fine Jewels (GFJ), a division of world dia­mond trade leader Jay Gems, is pleased to announce the appointment of Jeff Sadowsky as its new President. Sadowsky, a 48-year veteran of the jewelry industry, previously worked as Director of Acquisit...

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What's New

Darling Imports releases new color stone catalog

Darling Imports releases new color stone catalog

Over the last twenty plus years, Darling Imports has remained a reliable and trusted color gemstone wholesaler offering an extensive inventory for all your color needs. To continue their great service they are introducing a brand new, spiral bound ca...

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Featured Articles

Retailer Roundtable: What do you expect to be your holiday hot sellers?

Retailer Roundtable: What do you expect to be your holiday hot sellers?

Q:  What do you expect to be your holiday hot sellers?

“Two-stone rings haven’t performed real well for us, despite marketing the whiz out of it. Each holiday season we do very well with bridal. This year I’ve invested in Fire Polish to help increase ...

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Latest News

Woman receives mystery Rolex in the mail

6 HOURS AGO
Woman receives mystery Rolex in the mail

SAN FRANCISCO (KPIX 5) — It came out of the blue, a Bay Area woman gets a Rolex watch in the mail.

The woman, Marie, thought it was strange that she had a package waiting for her at the post office. She said it was from an unknown sender. Then she opened it up and things got stranger.

Inside, a Rolex ...

Readmore

Canadian Mint employee accused of smuggling $180K of gold – the hard way

6 HOURS AGO
Canadian Mint employee accused of smuggling $180K of gold – the hard way

 

An employee of the Royal Canadian Mint allegedly smuggled about $180,000 in gold from the fortress-like facility, possibly evading multiple levels of detection with a time-honoured prison trick.

Hiding the precious metal up his bum.

The case against Leston Lawrence, 35, of Barrhaven concluded in an O...

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Join ISG on a diamond mining field trip to Crater of Diamonds State Park

13 DAYS AGO
Join ISG on a diamond mining field trip to Crater of Diamonds State Park

The International School of Gemology (ISG) has announced a field trip to the Crater of Diamonds State Park in Murfreesboro, Arkansas. This is a great opportunity to visit a real diamond mine and share knowledge and fun with ISG Global Network members, and those thinking about joining.

Readmore

JIS teams with Texas Jewelers Association to offer free trip to JIS Miami Show October 2016

13 DAYS AGO
JIS teams with Texas Jewelers Association to offer free trip to JIS Miami Show October 2016

Winner of trip for 2 to October Show will be announced at TJA Convention Sept. 25 th

 

(AUSTIN, Tex.) - There is no other selection of shows like that of Jewelers International Showcase (JIS), and one lucky attendee of the Texas Jewelers Association (TJA) 2016 Convention has the chance to win a trip for...

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Jeff Sadowsky named President of Global Fine Jewels

7 DAYS AGO
Jeff Sadowsky named President of Global Fine Jewels

Global Fine Jewels (GFJ), a division of world dia­mond trade leader Jay Gems, is pleased to announce the appointment of Jeff Sadowsky as its new President. Sadowsky, a 48-year veteran of the jewelry industry, previously worked as Director of Acquisitions at GBC, Inc., and most recently as Vice Presi...

Readmore

Quality Gold acquires North American Jewelers, Inc.

13 DAYS AGO

(FAIRFIELD, Ohio) - Quality Gold has purchased North American Jewelers, Inc. (NAJ) the Chicago based supplier known for bridal and special occasion diamond jewelry. Along with NAJ, Quality Gold now owns Steckbeck Jewelry PVT LTD (STJPL), its wholly owned subsidiary and manufacturing facility opened i...

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Darling Imports releases new color stone catalog

6 HOURS AGO
Darling Imports releases new color stone catalog

Over the last twenty plus years, Darling Imports has remained a reliable and trusted color gemstone wholesaler offering an extensive inventory for all your color needs. To continue their great service they are introducing a brand new, spiral bound catalog that is almost 33% larger than the previous ...

Readmore

Griffin Enterprises introduces new design in safes

6 HOURS AGO
Griffin Enterprises introduces new design in safes

Mike Griffin, owner of Griffin Enterprises, has been specializing in safes and vaults for over 25 years. “Having taught safe technicians from all over the world how to open and repair all types of safes, I can now introduce the most secure safe in its class, designed specially to stop the most curre...

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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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