Columnists Brad Huisken

Brad Huisken

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” -  “your receipt is in the bag” -  “if you have any problems call us,” or even worse, the customer will thank the salesperson rather than the salesperson thanking the customer.  All of these statements may show a lack of appreciation or sincerity as a last impression the customer has as they are leaving the store.  I want customers to feel as if they are the most important person on the planet when they leave a jewelry store.

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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...

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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. ...

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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...

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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...

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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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Training salespeople

As a business owner or sales manager, the first thing that we need to realize is that we are in the business of hiring and training salespeople for the rest of our busine...

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Coaching & selling value!

Years ago, when I started my career in retail I was required to read a book titled “Successful Shoe Salesmanship” by Dr. William Rossi. One statement from that book h...

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