12/07/2021
• Greg Gladman
GREG GLADMAN provides a script to help retail staff successfully navigate the situation when they are confronted with customers’ well-known sales roadblocks.
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27/07/2017
• Brian Jeffrey
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.
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12/12/2016
• Bob Phibbs
The science of selling isn’t particularly deep and often the answer to improving sales is easier to find than jewellers might think. BOB PHIBBS sheds light on some obvious but often neglected areas.
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23/07/2015
• Ian Altman
Sales staff often sit neatly in pre-defined categories. From order takers to expert closers, IAN ALTMAN explains the importance of matching the right staff to the right business.
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29/04/2015
• Richard Shapiro
Listening is central to the selling process and is also at the core of good customer service practices. RICHARD SHAPIRO explains the true meaning and bene ts of this crucial sales tactic.
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21/01/2015
• Gretchen Gordon
Setting activities for sales staff is perfectly acceptable as long as sales managers remember that sales activities do not replace sales results. GRETCHEN GORDON reports.
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01/12/2014
• Bianca Mangion
Knowing what closing techniques to use – and when to use them – can be the difference between a sale and a fail. Bianca Mangion reports.
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06/08/2014
• Stephanie Chan • Staff Journalist
First impressions are critical so what should retailers do when a customer initially walks into their store? Stephanie Chan investigates how best to greet customers without using the phrase, “May I help you?”
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16/07/2014
• Doug Fleener
The right and wrong ways to engage a customer can determine if a sale will happen before it even begins. Doug Fleener presents three steps sure to help jewellery salespeople go to the next level.
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02/12/2013
• Shane Decker
Shane Decker travels the world extensively training jewellery salespeople to close more sales. Here are just a few of his tips.
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21/02/2013
• Leonard Zell
The power of a welcoming smile, often underestimated by most salespeople, can go a long way towards helping to close a sale.
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21/02/2013
• Chris Morley
Consumers have radically changed in recent years but has your jewellery business evolved with the change, or are you losing sales? To increase sales you need to know what influences the “new consumer” to purchase.
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17/08/2009
• Anita Sirianni
Sometimes jewellery store staff can hit a brick wall during their sales pitch but there's no need to give in. Speaker, trainer and sales consultant ANITA SIRIANNI offers a different perspective on ways to handle rejection in order to increase sales.
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