07292016Fri
Last updateTue, 26 Jul 2016 9pm
Evans Jewelers creates a local “Destination” hot spot

Evans Jewelers creates a local “Destination” hot spot

“I cannot say enough wonderful things about Evans ...

Ron Rosen Jewelry’s Love Life collection: Unlike any you’ve seen

Ron Rosen Jewelry’s Love Life collection: Unlike any you’ve seen

‘Luxuriously affordable’ line draws rave reviews a...

ASHI launches Fine Jewelry catalog

ASHI launches Fine Jewelry catalog

ASHI is pleased to announce the release of its new...

Retailer Roundtable:  At mid-year, how has 2016 been so far and what’s ahead?

Retailer Roundtable: At mid-year, how has 2016 been so far and what’s ahead?

At mid-year, how has 2016 been so far and what’s a...

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ISG Global Network introduces Gemology Lab

ISG Global Network introduces Gemology Lab

The ISG Global Network (ISG) is pleased to introduce the ISG Gemology Lab, the latest addition to ISG’s network of gemological and appraisal services. The purpose of the ISG Gemology Lab is to provide world-class gemological services for the identifi...

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Industry Events

Industry notables join panel at GIA’s New York Jewelry Career Fair

Industry notables join panel at GIA’s New York Jewelry Career Fair

Gem and jewelry’s largest recruiting event will take place July 25 at the Javits Center

(NEW YORK) - Prominent personalities from the gem and jewelry industry will join GIA at the Jacob Javits Center in New York for the Institute’s annual Jewelry Care...

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On The Move

Southern Gates® appoints reps for TOLA region

(CHARLESTON, S.C.) - The Southern Gates® Collection is pleased to announce the addition of two new representatives to their growing sales team. Robert and Dana Douglas join The Cargo Hold in the TOLA region, bringing the best-selling Southern Gates® C...

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What's New

MJSA launches new Designer Collaborative

MJSA launches new Designer Collaborative

Appoints Andrea Hill as Designer Advocate

MJSA, the U.S. trade association dedicated to professional excellence in jewelry making & design, has announced plans to launch the MJSA Designer Collaborative, a community through which jewelry designers ...

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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

ISG Global Network introduces Gemology Lab

2 DAYS AGO
ISG Global Network introduces Gemology Lab

The ISG Global Network (ISG) is pleased to introduce the ISG Gemology Lab, the latest addition to ISG’s network of gemological and appraisal services. The purpose of the ISG Gemology Lab is to provide world-class gemological services for the identification of natural and created gemstones, and their...

Readmore

AGS Laboratories Certificates for the ASHI I DO Collection

2 DAYS AGO
AGS Laboratories Certificates for the ASHI I DO Collection

Give your customers another reason to buy a beautiful bridal engagement ring from the ASHI I DO Collection, knowing that the diamond was graded by a respected independent gemological laboratory.  ASHI, in association with the American Gem Society Laboratories (AGSL), now offers a detailed Diamond Gr...

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Industry notables join panel at GIA’s New York Jewelry Career Fair

21 DAYS AGO
Industry notables join panel at GIA’s New York Jewelry Career Fair

Gem and jewelry’s largest recruiting event will take place July 25 at the Javits Center

(NEW YORK) - Prominent personalities from the gem and jewelry industry will join GIA at the Jacob Javits Center in New York for the Institute’s annual Jewelry Career Fair on July 25. The not-to-miss opening panel ...

Readmore

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

27 DAYS 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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Southern Gates® appoints reps for TOLA region

2 DAYS AGO

(CHARLESTON, S.C.) - The Southern Gates® Collection is pleased to announce the addition of two new representatives to their growing sales team. Robert and Dana Douglas join The Cargo Hold in the TOLA region, bringing the best-selling Southern Gates® Collection to independent jewelry stores in Texas, ...

Readmore

Eaton Hudson launches new Jewelry Advisory Division

8 DAYS AGO
Eaton Hudson launches new Jewelry Advisory Division

Led by former Silverman Consultants’ team and focused on exit strategies and asset disposition

(ALPHARETTA, Ga. & TORONTO) - Eaton Hudson has announced the formation of a new division, Eaton Hudson Jewelry Advisors. Based in Charleston, SC, the division, led by the former Silverman Consultants tea...

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MJSA launches new Designer Collaborative

2 DAYS AGO
MJSA launches new Designer Collaborative

Appoints Andrea Hill as Designer Advocate

MJSA, the U.S. trade association dedicated to professional excellence in jewelry making & design, has announced plans to launch the MJSA Designer Collaborative, a community through which jewelry designers can share ideas, discover inspiration, and find th...

Readmore

Thorsten Jewelry introduces tungsten bands with precious metal inlays

2 DAYS AGO
Thorsten Jewelry introduces tungsten bands with precious metal inlays

(LONG BEACH, Calif.) - Thorsten Jewelry, a leading manufacturer of alternative metal wedding bands for men and women, is proud to launch their tungsten and precious metal inlaid wedding bands.  Tungsten rings with precious metal inlays offer the retail jeweler an opportunity to sell an alternative me...

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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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