02202017Mon
Last updateTue, 14 Feb 2017 4pm
Big idea for little diamonds

Big idea for little diamonds

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

ASHI launches #LovebrightValentine Sweepstakes

ASHI launches #LovebrightValentine Sweepstakes

 

(NEW YORK) - After receiving a “fantastic response...

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

Printing up compassion in 3D

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 ar...

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Industry Events

Continental Buying Group conducts live, on-site testing for lab grown diamonds at January Show

Continental Buying Group conducts live, on-site testing for lab grown diamonds at January Show

GSI & G-Cal tests find 100% of vendors in compliance

As part of its ongoing commitment to excellence, the Continental Buying Group (CBG) conducted on-site testing of live diamond goods during the January 23-25, CBG Show in Orlando.

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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

Sterling Reputation releases 2017 Supplement

Sterling Reputation releases 2017 Supplement

Sunrise, FL-based supplier of fashion-forward, high quality sterling silver jewelry, Sterling Reputation is pleased to present it’s new 2017 supplement. The new supplement features 20 beautiful new styles, many tailored to the Millennial generation.

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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

Printing up compassion in 3D

5 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...

Readmore

NRF forecasts retail sales will increase 3.7- 4.2 percent over 2016

5 DAYS AGO
NRF forecasts retail sales will increase 3.7- 4.2 percent over 2016

(WASHINGTON, D.C.) - The National Retail Federation (NRF) released its economic forecast for 2017 last week, projecting retail industry sales, which exclude automobiles, gasoline stations and restaurants, will grow between 3.7 and 4.2 percent over 2016. Online and other non-store/online sales, which ...

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Continental Buying Group conducts live, on-site testing for lab grown diamonds at January Show

11 DAYS AGO
Continental Buying Group conducts live, on-site testing for lab grown diamonds at January Show

GSI & G-Cal tests find 100% of vendors in compliance

As part of its ongoing commitment to excellence, the Continental Buying Group (CBG) conducted on-site testing of live diamond goods during the January 23-25, CBG Show in Orlando.

Readmore

Estate jewelry speakers announced for 2017 Northwest Conference

18 DAYS AGO
Estate jewelry speakers announced for 2017 Northwest Conference

 

The Northwest Jewelry Conference (NWJC) has announced the lineup for its fifth year of small group estate jewelry education August 11-13, 2017 in Seattle, WA.

“Our selected instructors are asked to give insightful and original presentations to challenge a passionate group of antique and period jewel...

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

5 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

11 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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Sterling Reputation releases 2017 Supplement

5 DAYS AGO
Sterling Reputation releases 2017 Supplement

Sunrise, FL-based supplier of fashion-forward, high quality sterling silver jewelry, Sterling Reputation is pleased to present it’s new 2017 supplement. The new supplement features 20 beautiful new styles, many tailored to the Millennial generation.

Readmore

ASHI Diamonds launches Bridal 2017 Marketing program

5 DAYS AGO
ASHI Diamonds launches Bridal 2017 Marketing program

(NEW YORK) - ASHI Diamonds is pleased to unveil its 2017 Bridal Books - Elegance Redefined. ASHI’s bridal line caters to “any bride’s hunt for the perfect one for her,” said Rajeev Pandya, partner of ASHI Diamonds. “Whether it’s the intricate milgraining, delicate lattice work, or soft curves, ASHI’s...

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Selling swimming pools is the same as selling jewelry

6 lessons every seller needs

About a month ago my wife said to me, "Bob, I think we should have a swimming pool." Having been happily married to this woman for over 41 years I could read between the lines to see what she was really saying. It would be something like this. "Bob, I want a swimming pool. I want it now. A swimming pool will make me very happy, and you know when I am very happy you are very happy."

So, being an intelligent man I started my due diligence and learned everything about in-ground swimming pools. I quickly learned most of the companies selling swimming pools in our area do not product train their representatives. I telephoned 11 different pool companies. I only found 5 companies I had enough faith in, that they knew their products and had good customer service, to allow them in my home.

Lesson # 1: Make sure the person the customer talks to on the telephone is a good representative for your business.

The first pool salesperson came with one pamphlet and a measuring tape. I told him where I wanted the pool and the approximate size I wanted. He measured and figured and told me the price, $57,000! I said, "For what?" He said, "The pool and spa." I said, "What spa?" He said, "Everyone gets a spa when they put in an in ground pool." I did not want a spa. He assumed it was one of my wants, needs and problems.

And that went on and on with each salesperson. I think everyone of them, except one, assumed they knew what I wanted and what my problem (need, want) was. Because they told me what I needed. Well it was actually what they wanted to sell.

I tried over and over again to explain to them that although I did have a need, (problem, want) that a pool would solve, the actual person they needed to satisfy with the different features they offered was not me. Only one of the salespeople, the one who got the sale, figured it out and solved my problem (need and want). My problem (need, want) I needed solved was: To make my wife happy.

Lesson # 2: Never assume you know what the customer's problems (needs and wants) are.

As I said, only one salesperson solved my problem (need, want). He, unlike the others, listened to me when I constantly told him my wife wants this and my wife wants that. He wrote every one of her wants and needs and problems down and then showed me how he would solve them for her. Which of course solved my only problem (need, want).

Lesson # 3: Listen to the customer.

While he was showing me how he would solve my wife's needs and wants, he gave me choices of solutions to pick from.

Lesson # 4: Give the customer choices of solutions from which to pick.

When you give a customer a choice of products and services to buy from you, it no longer is will they buy from you or from the competition. It becomes which choice will they buy from you.

My swimming pool salesperson did not stop selling to me after he left that evening. The next day he telephoned me to see if I had any questions. Two days later I received a thank you note. And two days after that I received, via e-mail, a list of tips on how to properly maintain an in ground pool.

Lesson # 5: Follow up, Follow up, Follow up - Aggressive Action # 22*

The evening we signed the contract for construction to begin I heard the magic words from my salesperson.

Lesson # 6: Use the magic words - "Who do you know?" -Aggressive Action # 19*

Whenever I am looking for my wife I know I can find her at the pool. She is very happy and I have no problems, (needs or wants). I am very happy.

6 Lessons about selling

Lesson # 1: Make sure the person the customer talks to on the telephone is a good representative for your business.
Lesson # 2: Never assume you know what the customer's problems (needs and wants) are.
Lesson # 3: Listen to the customer.
Lesson # 4: Give the customer choices of solutions to pick from.
Lesson # 5: Follow up, Follow up, Follow up
Lesson # 6: Use the magic words - "Who do you know?"

*Aggressive Actions are from Bob Janet's new book, "How To Take Customers Away From Your Competition" available at www.BobJanet.com.

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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