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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 benefits of the jewelry. During this phase, you will be presenting the jewelry to the customer using the knowledge you gained in the Needs Assessment step. Remember the formula, NA=A/DA, Needs Assessment equals Answers, and then Demonstrate those Answers.

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Sales Growth Expert: Open your eyes wide - PLEASE - and sell me Add-Ons

Plus how to sell Add-Ons

Do not miss the opportunities to make money on products and services that enhance my use of the things I buy from you. Items and services that mak...

The Retailer’s Perspective: Will it be fine in 2009?

Man, if that's not the question of the day... or the century for that matter. With so much bad news being thrown at us every day it's hard to get a handle on things - unt...
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The silver lining to the 2008 holiday season

You've heard the news. You've seen the stats. The 2008 holiday retail season will go down as one of the worst in three decades. With a 2.8% decline in sales, according to...

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Houston Jewelry recipient of 2008 Texas Treasure Business Award

Houston Jewelry recipient of 2008 Texas Treasure Business Award

Texans say everything is bigger and better in their state, and Houston Jewelry is no exception. Considered a state landmark of business, the store is owned and operated b...

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Rebecca Shemwell’s Quilted with Love stretches across the world

Rebecca Shemwell’s Quilted with Love stretches across the world

Six years ago Rebecca Shemwell had an epiphany. While traveling abroad on business for Tracy Pearls, Inc., images of children in need deeply touched her. From orphans to ...

Internet Marketing Strategies: The power of Viral Video

In an earlier column, I wrote about using online video as an effective yet inexpensive method to market your store. This past Christmas Season we saw one jewelry company...

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 Best Policy: Your alarm company just called. What should you do?

It was 7 p.m., the weather was rotten, and Amy Thist had just gotten home from a busy day at the store and settled in front of her fireplace when the phone rang.
!@#...
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