Columnists Brad Huisken

Brad Huisken

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 the exact strategies and techniques that a professional jewelry salesperson must introduce into the sales presentation. However, to begin with, I believe salespeople need to know that there are specific issues that must be addressed, and an art and science to the selling process.

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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 ...

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 has...
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