Columnists Brad Huisken

Brad Huisken

The Be-Back Bus isn’t coming back

Last month we started to discuss the process of handling objections. Objections should be recognized when a customer says something like, “I need to think it over,” “I need to shop around,” “I’ll be back,” etc. When a customers gives an objection, they are telling you they are not convinced.  This tells you that something is going on in the sales presentation. The primary reason a sale is made is based on trust and value; therefore, a sale is lost due to a lack of trust, value or both. The reasons for the lack of trust and/or value are numerous. Every selling situation is different.

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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...

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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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