Columnists Brad Huisken

Brad Huisken

The process of saving sales

You have done everything in your power to give the customer a memorable presentation. You have developed a relationship, established trust, shared in the emotional reason why the customer is buying jewelry, asked the proper questions to determine what is important to the customer in the selection of jewelry, demonstrated the product based on the information learned and have finally asked the customer to buy. Then it happens, the customer gives you an objection. The customer states that he/she needs to look around a little bit, that your store is the first place they have shopped, or they need to talk to the spouse. Believe me it happens to everyone - rejection! Apparently, somewhere in the sales presentation, something went wrong.

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How to turn over

There are three basic types of Turnovers that I will explain in the course of how to turn over.   They are the Technical Turnover, the Formal Turnover, and the Second Voice...

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25 Customer Service Commandments

People have been in search of good service for decades, if not centuries.   Prospects and customers will continue to patronize the salespeople that provide exceptional...

The Turnover

An extremely powerful strategy for Saving the Sale is to turn it over to another salesperson.   This strategy is named the Turnover or T.O.   I want to make it clea...

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Here’s to Hope!

I talk to hundreds if not thousands of retailers on a regular basis, and it continues to amaze me how many of them are hoping that things get better and the economy turns...

Read any good books lately?

It seems to me that most jewelry store owners, sales managers, and salespeople are working in their store or business, not necessarily on their store or business.   Yo...

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Quit making excuses jewelry retailers!

It’s time to step it up and quit making excuses about the economy, the state of the industry, the building bust, etc. or you may find yourself stepping aside!   I sa...

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Making cuts!

With the economic conditions that exist today, I keep hearing jewelry retailers talking about making cuts in order to maintain profit.   I agree you must make some cut...

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Selling jewelry in the current economy

No longer can a jewelry retailer sit back and wait for customers to come to them. A jewelry store owner can’t just build the ivory palace and hope for customers to come...

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