Columnists Brad Huisken

Brad Huisken

More of the Low Hanging Fruit – Adding-On

The past couple of months we have been discussing the process of selling additional items. As we approach the all important holiday season the importance of learning to suggest, show and sell additional items is paramount to your individual success and the overall success of your company. Again, selling additional items are one of the keys to maximizing both sales and profits in a retail jewelry store.

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The Assumptive Add-on

One of the most effective add-on strategies is the Assumptive Add-On Close. The assumptive add-on close is designed to be effective yet subtle in the way it is delivered....

Adding-On = Profits

In previous articles we have discussed how Add-ons = Profits. In order to maximize the selling opportunity and the sales and profits of a jewelry store, the salespeople h...
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The add-on doesn’t have to cost less

People have different budgets for different items. Should a customer indicate that they have a specific budget to spend on one item, doesn't mean that they don't have ple...

The Low Hanging Fruit – ADDING-ON

This month we are starting a series of articles on the art of adding-on. Adding on, as a sales technique, is without question the most profitable technique of them all. A...
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Closing Techniques

In my last column we reviewed the process of the "Circle of The Sale": selling jewelry based on the reason the customer wants to buy and focusing the presentation on spec...

Closing the sale

In previous articles we have discussed the process called the "Circle of the Sale". To review, you greet the customer with a warm friendly greeting as you would a friend ...

The Demonstration

This month we will examine the process of showing and demonstrating merchandise. The demonstration phase is your first opportunity to show your customer the features and...

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The Needs Assessment: Open-ended questions

In the previous article we started discussing the topic of "The Needs Assessment" and how important asking questions is to the overall success of the selling process. Add...
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