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 »

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 »

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 »