JULY
VOL 2 | ISSUE 7
2022
CLOSING THE SALE BY CREATING URGENCY In the Layaways and “Add-Ons” newsletter article we discussed how Add-on sales & Layaways are the keys to a successful Christmas in July. To accomplish these goals, we must be able to “Create Urgency” and “Close the Sale” to get the customer to act now.
Here are some simple statements that create urgency: This is the only one we have at this price I’ve never seen another one like it These are very hard to come by This is one-of-a-kind This one is Brand New in the Box; we don’t get that very often There’s a good chance that this won’t be here when you come back This is the nicest one I have for the money; chances are the next person looking for something similar will buy this one if you don’t I don’t blame you for wanting to think about it, but this is the only one I have and most likely it won’t be here when you come back I can hold the item for you on layaway with only $___ down so no one else can get it! Layaway now for the Best Selection and to beat the Holiday Rush
CREATING URGENCY IS GOOD CUSTOMER SERVICE! How many times have you had customers leave “to think about it”, only to be disappointed when they came back, and the item was sold? Create urgency now so that they won’t be disappointed later. Use the above statements to get your customer to act now and then use Free Layaway until December to Close the Sale! Here’s to a Huge CHRISTMAS IN JULY!
Greg Weiss, G.G. (GIA), Director of Jewellery OperationsGregg Weiss, Director of Jewellery Training
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