08022015Sun
Last updateSat, 01 Aug 2015 7pm
Veteran rep Carolyn Woltz Lennon retires

Veteran rep Carolyn Woltz Lennon retires

After 30+ years on the road covering North Carolin...

Shinola brings back American-made watches

Shinola brings back American-made watches

Business leaders that turn adversity into opportun...

Cargo Hold launches new line of classic, colorful bracelets

Cargo Hold launches new line of classic, colorful bracelets

(CHARLESTON, S.C.) - CARGO™ Enamel is the latest co...

Endless Jewelry strengthens senior management and secures investment

Endless Jewelry strengthens senior management and secures investment

“We proudly announce that we are strengthening the...

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Southern Jewelers Guild debuts

Southern Jewelers Guild debuts

Focuses on marketing, digital assets & retailer/vendor connective services

After several years of research, and months of planning, the Southern Je...

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Designs by HC introduces the PINK Collection

Designs by HC introduces the PINK Collection

(NEW YORK) - Up and coming brand, Designs by HC has reported great success with their new PINK Collection launched this year at the LUXURY Show by JCK....

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Southern Jewelers Guild debuts

2 HOURS AGO
Southern Jewelers Guild debuts

Focuses on marketing, digital assets & retailer/vendor connective services

After several years of research, and months of planning, the Southern Jewelers Guild will have its official launch at the August, 2015 Atlanta Jewelry Show.

The concept, created by Ann Glynn, President of GJB, Inc., and Exe...

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JVC introduces new Guide to Intellectual Property Law

2 HOURS AGO

(NEW YORK) - The Jewelers Vigilance Committee (“JVC”) is pleased to announce the release of its latest publication, “I’ve Got An Idea! JVC’s Guide to Intellectual Property Law”. This handbook is intended for any business in the jewelry industry that is interested in learning more about how to protect...

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International Gemological Institute brings IGI D-Show to West India

2 HOURS AGO

(JAIPUR, India) – Independent gem certification and appraisal institute, The International Gemological Institute (IGI), hosted the first west India IGI D-Show - a buyer-seller knowledge meet - at Jaipur’s Fairmont Hotel June 13-15. The event enabled more than 938 successful meetings between participa...

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Countdown begins to Select By Centurion Show in Chicago

2 HOURS AGO

(CHICAGO) - The 2015 Select By Centurion Show in Chicago is gearing up and ready to go later this month with a roster of elite manufacturers and trend-setting designers, plus gourmet meals, luxury accommodations, and targeted education sessions perfect to get ready for the holiday selling season. Ful...

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Veteran rep Carolyn Woltz Lennon retires

26 MINS AGO
Veteran rep Carolyn Woltz Lennon retires

After 30+ years on the road covering North Carolina, South Carolina and part of Virginia, sales representative Carolyn Woltz Lennon has announced her retirement. Carolyn began her career in 1983 with CMI Jewelry Wholesale in Raleigh, NC. She went on to represent Minneapolis, MN-based Jewelmont then ...

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Wholesale Moissanite expands its network of partners

1 HOUR AGO

(RALEIGH, N.C.) - Wholesale Moissanite, located in Research Triangle Park (RTP) in North Carolina, is an international wholesale-to-retail authorized distributor for Charles & Colvard created Moissanite. Wholesale Moissanite has been and continues to be a leading distributor for Charles & Col...

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Designs by HC introduces the PINK Collection

53 MINS AGO
Designs by HC introduces the PINK Collection

(NEW YORK) - Up and coming brand, Designs by HC has reported great success with their new PINK Collection launched this year at the LUXURY Show by JCK. Designs by HC believes they have found a new niche with the new collection, a change of pace to it’s classic product - The Timeless Collection - of d...

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Cargo Hold launches new line of classic, colorful bracelets

1 HOUR AGO
Cargo Hold launches new line of classic, colorful bracelets

(CHARLESTON, S.C.) - CARGO™ Enamel is the latest collection of classic jewelry items offered from the popular jewelry wholesaler, Cargo Hold, Inc. The new collection features high quality braided and stitched European leather bracelets, paired with Italian enamel accents, for a colorful yet classic l...

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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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