Columnists

Columnists

Checkmate: Selling an Analytical Customer

Last month I shared with you three keys to successfully selling a Demanding Customer. This month we move forward to selling the Analytical Customer. In order to successfully sell these analytical customers you must bring your A game.

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What’s discount really costing you?

All business owners need to maximize their time by concentrating on those things that give the greatest Return on Investment (ROI) for the time involved. This would seem ...

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The Sword of Damocles

Of the many Greek and Roman political philosophers whose writings provided the foundation for modern-day democracy, Marcus Tullius Cicero, who lived during the time of Ju...

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They are not looking for jewelry, they are looking for you!

I absolutely believe that it is more important to sell yourself and the store than it is important to sell your jewelry. Frankly, a customer can get the jewelry anywhere....

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The Statement Necklace

The Statement Necklace

Liz Taylor’s fabulous La Peregrina pearl necklace sold in December for a record $11 million at Christie’s, reaching the highest price ever for pearl jewelry at auctio...

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The Retailer’s Perspective: A newbie perspective

I’ve had the pleasure the last several months of having a fresh faced jewelry industry newbie working in my store. Usually, the people around me on a day to day basis ...

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The Best Policy: Two characters that make a difference

Once the alarm system was disabled, the three burglars had virtual free rein of the jewelry store.  Even though they had entered from the roof, they now could open the b...

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Swimming with the sharks: selling a Demanding Customer

Last month I shared with you three ways to successfully sell a guarded customer. This month we turn our attention to selling the demanding customer.

Of all the four custom...

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Motivating your staff for a more profitable business

“Our staff are our most important asset.” It’s something of a cliché that business owners use frequently, be they Fortune 500 heavyweights or small retailers with ...

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