I believe that sales and salesmanship is simply a matter of asking the right questions in order to determine what the customer’s wants, needs and desires are when it comes to buying jewelry. Further, I believe that in sales, there is always a next best question! Salespeople need to have a toolbox full of questions that they can pull out and use at the appropriate time with the appropriate customer and/or opportunity. A successful sales presentation should then follow the railroad track of next best questions. Your ability to communicate through asking questions, responding and reacting to the answers to your questions will have a direct relationship on your success in sales.
Columnists 
Brad Huisken
Brad Huisken
Brad Huisken
The most valuable time of your day!
I believe that the 20 - 30 minutes you spend setting up the store every morning is your most valuable time of day. You go into most jewelry stores while they are setting...
Let the customer know they are appreciated!
One of my pet peeves is the way that many sales people take the customer for granted. Once a purchase has been made, it is a common occurrence to hear; “here you go” ...
Requests for discounts
How should I handle a customer’s request for a discount? A great question, but in order to answer it properly it is important to know whether your company allows disco...
What can I do as an individual salesperson to increase sales?
There are three basic ways that an individual salesperson can increase their sales. The first way would be to get more people to come into the store that you can sell. ...
Making cuts!
With the economic conditions that exist today, I keep hearing jewelers talking about making cuts in order to maintain profit. I agree you must make some cuts today in or...
Four areas where salespeople need knowledge & training
There are four basic areas where jewelry salespeople need to be knowledgeable, thus they need training in order to perform their job responsibilities.
Imagine an automobil...
Look in the mirror!
Many retail salespeople take a job in retail as a stepping-stone to what they really want to do with their lives. They assume that once they figure out what they really...
Sales Manager - the toughest job!
I really believe that the job of sales manager is one of the toughest, if not the toughest job in retail. Too often a person is made the sales manager simply because they...
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