Columnists

Columnists

Modern Day Selling: The Seven Simple Truths - Truth #1: People are People

Today I am excited to start a new series that will offer you fresh insight that is designed to help enhance your sales career and performance. Over the next few months I am going to be sharing with you Seven Simple Truths that have impacted my sales career in a meaningful way and brought me great success. These simple truths will allow you to connect with your customer on a deeper level, as well as impact your store environment in a meaningful way.

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The allure of “The Magic Bullet”

How many of you have had this thought: “Some day my jewelry store will be humming with biz and when I get there, I can lay back and just watch the profit roll in. All I...

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The Story Behind the Stone: Black & Right

The Story Behind the Stone: Black & Right

Seasoned diamond collectors have long known what the majority of consumers are beginning to realize. Diamonds come in colors. Of course colorless or ‘white’ diamonds ...

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Internet Marketing Strategies: Dos and Don’ts of Facebook Marketing Part 1

Is your Facebook Page receiving less activity? Have you noticed your posts are reaching fewer of your fans?

If so, you are not alone. The reason this is happening is becau...

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Effective Clienteling

In today’s retail jewelry environment a retailer has to look at every opportunity possible to create sales. One of the most misunderstood strategies is clienteling via ...

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Summer Surveys: Get customer feedback now and have a more profitable holiday shopping season

A few months ago I happened to be driving down the road with my business partners when we passed a relatively new eating establishment. “Have you tried that place yet?...

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Applied Marketing 101: 8 key jewelry trends for Christmas 2014

Applied Marketing 101: 8 key jewelry trends for Christmas 2014

One of the most enjoyable aspects of my job is doing the appropriate research and building a solid intellectual framework for developing insights into what will be hot fo...

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The Retailer’s Perspective: Cha Cha Cha Changes...

The old saying, “Times change, people don’t,” is so very true. I’m still the same person I was back in 1978 when I got into this business. But boy, the times and ...

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Modern Day Selling: Effective Closing

Have you ever really thought deeply about the concept of closing a sale?   For many sales associates closing can be very complicated and complex. It often is the harde...

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