Columnists Brad Huisken

Brad Huisken

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 have to be experts in the process of selling add-ons.

Last month we discussed how adding on is a function of closing the sale and how the customer's mind is most open to buying additional goods prior to making the decision on the main item. We also discussed how adding-on is a customer service and that the add-on item(s) don't necessarily have to cost less than the main item. People have different budgets for different things.

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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...

The circle of the sale

There are specific practical steps, which a salesperson must follow, in order to maximize every selling opportunity. In future articles I will detail more specifically th...

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Demonstrating value

Product knowledge is one of those things that you have to have, you just may not need to use it in every sales presentation. During the demonstration you should describe ...

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