12082016Thu
Last updateThu, 08 Dec 2016 10am
Retailer Roundtable: How do you wish customers happy holidays?

Retailer Roundtable: How do you wish customers happy holidays?

Q: How do you wish customers happy holidays?

“Start...

Leading the state in estate jewelry

Leading the state in estate jewelry

Levy’s capitalizing on estate jewelry popularity

Es...

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Deutsche Bank to pay $60 million to settle US gold price-fixing case

Deutsche Bank to pay $60 million to settle US gold price-fixing case

Deutsche Bank has agreed to pay $60 million to settle private U.S. antitrust litigation by traders and other investors who accused the German bank of conspiring to manipulate gold prices at their expense.

The preliminary settlement was filed on Friday ...

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Industry Events

JA New York Show announces expansion of New Designer Gallery to Spring event

JA New York Show announces expansion of New Designer Gallery to Spring event

(NEW YORK) - In 2017, the JA New York Show’s popular New Designer Gallery is entering its 40th year. In celebration of this banner year, and due to increased popularity of the New Designer Gallery among designers, retailers and press, JA New York has ...

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On The Move

Stuller, Inc. names new Vice President of Business Solutions

Stuller, Inc. names new Vice President of Business Solutions

Lafayette native to oversee Gemvision and TDM Solutions

(LAFAYETTE, La.) - Nationally recognized technology innovator and advocate, Douglas Menefee joins Stuller as the vice president of business solutions. Doug will be responsible for the Gemvision an...

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What's New

LaserStar Technologies introduces eStore for spare parts ordering

LaserStar Technologies is proud to announce the release of their newly redesigned online store. LaserStar’s eStore has been redesigned to make your user experience faster, easier and more efficient. Now you will be able to access the eStore and Owner...

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Featured Articles

Female wounded warrior finds passion, career and calling in jewelry

Female wounded warrior finds passion, career and calling in jewelry

There are many paths to finding the right career. Most are predictable, but sometimes the path becomes clear only through adversity. Richard Branson, whose net worth of $4.9 billion makes him nearly 10 times wealthier than Queen Elizabeth II, dropped...

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Latest News

Deutsche Bank to pay $60 million to settle US gold price-fixing case

6 HOURS AGO
Deutsche Bank to pay $60 million to settle US gold price-fixing case

Deutsche Bank has agreed to pay $60 million to settle private U.S. antitrust litigation by traders and other investors who accused the German bank of conspiring to manipulate gold prices at their expense.

The preliminary settlement was filed on Friday with the U.S. District Court in Manhattan, and req...

Readmore

Can a solid returns policy make or break a luxury goods sale?

1 DAY AGO

Think back to the last time you shopped online. What were some of the factors you took into consideration before putting an item in your cart and hitting the checkout button? Product reviews, maybe? Discounts or promotions? Free shipping, perhaps? And, if you’re like me, you looked for an easy and h...

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JA New York Show announces expansion of New Designer Gallery to Spring event

1 DAY AGO
JA New York Show announces expansion of New Designer Gallery to Spring event

(NEW YORK) - In 2017, the JA New York Show’s popular New Designer Gallery is entering its 40th year. In celebration of this banner year, and due to increased popularity of the New Designer Gallery among designers, retailers and press, JA New York has announced that it will extend the initiative to bo...

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JFC to honor Charles Stanley and Yancy Weinrich at Facets of Hope event

7 DAYS AGO
JFC to honor Charles Stanley and Yancy Weinrich at Facets of Hope event

Jewelers for Children (JFC) will hold their annual Facets of Hope on Wednesday, June 7, 2017 at the Mandalay Bay Resort Hotel Casino in Las Vegas, NV.  The day change is a result of the adjusted JCK Show schedule. Charles Stanley of Forevermark and Yancy Weinrich of JCK Events, Luxury and JIS, have ...

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Stuller, Inc. names new Vice President of Business Solutions

1 DAY AGO
Stuller, Inc. names new Vice President of Business Solutions

Lafayette native to oversee Gemvision and TDM Solutions

(LAFAYETTE, La.) - Nationally recognized technology innovator and advocate, Douglas Menefee joins Stuller as the vice president of business solutions. Doug will be responsible for the Gemvision and TDM Solutions’ development and support teams.

Readmore

Jewelers Mutual earns 30th consecutive A+ Superior rating from A.M. Best Company

7 DAYS AGO

(NEENAH, Wis.) - Jewelers Mutual Insurance Company has earned its 30th consecutive A+ Superior financial strength rating from A.M. Best Company, one of the world’s most respected insurance rating and information sources.

Founded in 1913, Jewelers Mutual is the only insurer dedicated solely to serving ...

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LaserStar Technologies introduces eStore for spare parts ordering

15 DAYS AGO

LaserStar Technologies is proud to announce the release of their newly redesigned online store. LaserStar’s eStore has been redesigned to make your user experience faster, easier and more efficient. Now you will be able to access the eStore and Owner’s Section with just one login. Ordering spare par...

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Thorsten Jewelry ventures into precious metals with a 14k line

22 DAYS AGO
Thorsten Jewelry ventures into precious metals with a 14k line

(LONG BEACH, Calif.) - Thorsten Jewelry is primarily known for using alternative metals such as tungsten carbide and cobalt chrome to create wedding bands for both men and women. However, they have recently ventured into the world of precious metals as well.

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The 5 step plan to increased sales

While researching Monroe's Motivated Sequence developed by Alan H. Monroe, and published in his book, "Principles and Types of Speech," in 1962 by Scott, Foresman and Company, I turned up a wealth of information to help anyone who sells for a living.

Before going into my discovery, lets go over some basic tools that any persuader must understand. Monroe captured the essence of communicating effectively with the customer. He may have called his subjects an audience or listener, but our field labels the listener as a customer.

The sequence, as Monroe puts it, has five steps. First we get the ATTENTION of the customer and get him to want to listen. Then we share the NEED of the customer and illustrate an understanding of the problem that we are to help solve. Then we go to the SATISFACTION STEP and indicate how the solution that you offer will attend to his need. Fourth is the VISUALIZATION STEP in which the customer savors and tastes emotionally the successful solution to the problem that you have offered. The customer emotes and sees within a great reward in accepting your solution. Finally comes the fifth step which is the ACTION STEP in which your customer expresses agreement to buy what you have to offer.

While you may do these things unconsciously on a daily basis, business conditions demand a review and continual improvement program by everybody involved in your business. Professional pride has a great deal to do with this and it is important to understand what happens when you sell.

I visited a website called changingminds.org. While explaining how the customer feels in relation to his needs, we plug into the protoplasm we seek to sell our jewelry to. The site referred to a model called "CIN needs." Now think of the customer opposite you and see the term "CIN" translating into "Control, Identity and Novelty."

The customer has all three operating as you speak.
I quote...

  1. "Our sense of control tells us when we are safe and can bend our environment to our purposes." This means that your customer needs to feel in control of the process that he is involved in.
  2. "Our sense of identity tells us who we are, especially relative to other people." How are you communicating and causing your customer to feel as a customer?
  3. "Our sense of novelty tells us that we are learning, improving and evolving. It also helps us compete." Is your customer feeling good as the purchase that you want him to make is considered by him?

 

Selling jewelry is an emotional act. Buying jewelry is an emotional act. Learn about it and begin to own the element of understanding human behavior and needs.


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