Management can be a frustrating endeavor during harsh economic times and knowing how to weather the storm is crucial to success. BRIAN JEFFREY shares his thoughts on managing staff during a crisis. Read more »

The art of maximising sales centres on weeding out those customers who are a PWOTs – a ‘potential waste of time’ – and instead identifying the shoppers who actually want to buy from you, writes BRIAN JEFFREY. Read more »

Tough trading conditions can bring out the worst in a manager – but they are also an opportunity to show your best leadership qualities, explains BRIAN JEFFREY. Read more »

Some customers will chip away at your profits while you unwittingly chase the sale. BRIAN JEFFREY offers a simple way to stop the nibblers in their tracks, protect your bottom line and retain your product’s value. Read more »

It’s surprisingly easy to lose a sale. From inadequate communication to bad timing, BRIAN JEFFREY explores the common pitfalls, oversights and mistakes sellers make when interacting with prospective clients. Read more »

Closing is the hardest part of any sale because it exposes salespeople to rejection; however BRIAN JEFFREY says fearing it is not the answer- expert sales staff can use it to their advantage. Read more »

All salespeople eventually experience a period of slow trading. BRIAN JEFFREY says that what salespeople do during these times is what separates the professionals from the amateurs. Read more »

In sales, there’s a time to talk and a time to listen. BRIAN JEFFREY says selling can improve when staff stop talking because when it comes to this industry, the gift of the gab isn’t so much a gift as it is a sin. Read more »

Businesses are reliant upon sales staff to bring in enough revenue to cover not only their own expenses but also all expenses. BRIAN JEFFREY reports salespeople who don’t do this are not worth their salt. Read more »

Bonuses can be an integral part of a salesperson’s remuneration but BRIAN JEFFREY says the failure to implement incentives properly can get jewellery retailers into a bit of trouble. Read more »