04242017Mon
Last updateWed, 19 Apr 2017 8am
Retailer Roundtable: What was your most successful Mother’s Day promotion?

Retailer Roundtable: What was your most successful Mother’s Day promotion?

Q: What was your most successful Mother’s Day prom...

Stuller, Inc. wraps up annual Bench Jeweler Workshop

Stuller, Inc. wraps up annual Bench Jeweler Workshop

Jyothi Forman walks away with overall win

(LAFAYETT...

Libby Brown named new Executive Director of Atlanta Jewelry Show

Libby Brown named new Executive Director of Atlanta Jewelry Show

Carol Young steps down after 20 years  

(ATLANTA) - T...

Other News

Colucci Jewelers owner charged with murder

Colucci Jewelers owner charged with murder

2 nd tragedy to strike family in last 2 years

A Summerville, SC family well-known for their dealings in the jewelry industry throughout Flowertown and North Charleston faced another tragedy Friday after a fatal shooting, according to North Charleston po...

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Industry Events

New jewelry show planned for Midwest

New jewelry show planned for Midwest

New Horizons Jewelry Show to be held August 19-21

Jewelry manufacturers, retailers and other industry professionals will come together for the launch of a new event this August in Columbus, Ohio. “The New Horizons Jewelry Show is the only show serving...

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On The Move

Jewelers of America expands IDEX partnership

Jewelers of America expands IDEX partnership

(NEW YORK) - Jewelers of America (JA), the national trade association for businesses serving the fine jewelry marketplace, has expanded its partnership with IDEX, the International Diamond Exchange.

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What's New

Gemvision launches new version of Matrix® and Clayoo software

Gemvision launches new version of Matrix® and Clayoo software

(LAFAYETTE, La.) - Gemvision, part of the Stuller family of companies, is pleased to now announce the release of a new version of their award-winning software, Matrix 9.0 and Clayoo 2.5.

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Featured Articles

Great American Pearl Rush: Wisconsin dealer fascinated by colorful past of his treasured

Great American Pearl Rush: Wisconsin dealer fascinated by colorful past of his treasured

Norman Lange, owner of M. Lange Co. in Oconomowoc, Wis., knows pearls. He’s been trading in the natural gems for half a century, living and traveling overseas in search of them - but it’s 19th century America that he finds really interesting.

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Latest News

Colucci Jewelers owner charged with murder

5 DAYS AGO
Colucci Jewelers owner charged with murder

2 nd tragedy to strike family in last 2 years

A Summerville, SC family well-known for their dealings in the jewelry industry throughout Flowertown and North Charleston faced another tragedy Friday after a fatal shooting, according to North Charleston police.

Readmore

Gold’s found a new pocket of opportunity

5 DAYS AGO
Gold’s found a new pocket of opportunity

"Don't gain the world and lose your soul; wisdom is better than silver or gold."

You may have to read the quote more than once, but Bob Marley knew what he was talking about.

At the moment, investors seemingly disagree a bit with him, and they have pushed spot gold up around 8 percent higher since the...

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New jewelry show planned for Midwest

12 DAYS AGO
New jewelry show planned for Midwest

New Horizons Jewelry Show to be held August 19-21

Jewelry manufacturers, retailers and other industry professionals will come together for the launch of a new event this August in Columbus, Ohio. “The New Horizons Jewelry Show is the only show serving the Midwest and will feature more than 250 booths...

Readmore

IAC announces 7th annual Gold Conference - “Creativity, Community & Collaboration”

12 DAYS AGO
IAC announces 7th annual Gold Conference - “Creativity, Community & Collaboration”

April 26 - April 28, 2017 

(NEW YORK) - Initiatives in Art & Culture (IAC) announced the agenda for its Seventh Annual Gold Conference, entitled "Creativity, Community & Collaboration," taking place April 26-28, 2017. Presentation highlights include:

  • "Transforming Retail," a conversation with An...

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Jewelers of America expands IDEX partnership

5 DAYS AGO
Jewelers of America expands IDEX partnership

(NEW YORK) - Jewelers of America (JA), the national trade association for businesses serving the fine jewelry marketplace, has expanded its partnership with IDEX, the International Diamond Exchange.

Readmore

Libby Brown named new Executive Director of Atlanta Jewelry Show

11 DAYS AGO
Libby Brown named new Executive Director of Atlanta Jewelry Show

Carol Young steps down after 20 years  

(ATLANTA) - The Atlanta Jewelry Show is pleased to announce the promotion of Libby Brown from Assistant Executive Director to Executive Director. Libby assumes the role from Carol Young, who held that position for the past 20 years.

Readmore

Gemvision launches new version of Matrix® and Clayoo software

5 DAYS AGO
Gemvision launches new version of Matrix® and Clayoo software

(LAFAYETTE, La.) - Gemvision, part of the Stuller family of companies, is pleased to now announce the release of a new version of their award-winning software, Matrix 9.0 and Clayoo 2.5.

Readmore

GIA demonstrates prototype mounted gem testing device

5 DAYS AGO
GIA demonstrates prototype mounted gem testing device

New accessibly-priced instrument to be available in late 2017

(CARLSBAD, Calif.) - GIA (Gemological Institute of America) has announced it will introduce for sale later this year an easy-to-operate, sophisticated desktop instrument to reliably identify natural diamonds, separating them from all simula...

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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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