JEWELRY TRAINING

Ring in $28,221 Sales in May!!

Sell what the customer needs, not what they ask for!

When asking customers what they want to buy, they often answer based on what they have seen before or what another salesperson has shown them. I have found in many cases, there is something better suited to their needs than what they are asking for; but they don’t know what they don’t know. As a sales professional, it is your job to find the best product for them, even if it is not what they wanted to see.

The way to figure out what is best for the customer is to ask questions so that you know what features and benefits will accomplish their goals.

For instance, I often hear people say things like, “our customers will not buy 10K gold", but in the case of someone who is in construction, that wants to wear a wedding band every day to work, and wants it to last, it is your job to educate them so they know that 10K is the right choice due to its strength and durability

Selling that construction worker, a 14K or 18K wedding band because they asked for it, without explaining the features and benefits of 10K, is a disservice to that customer since it will likely bend, break and wear out and will undermine your longterm business and repeat customers.

This is true with general merchandise as well. For instance, a person who is not in construction may come in for a drill to do a home project. He tells you he wants to buy the Craftsman or Black & Decker. You ask questions and find out he is building a good-sized deck.

In this case the right thing to do is to explain that he would be better off with a DeWalt for this project as it will make the job easier, faster, won’t burn out and will last for future projects. Selling the underpowered drill because the customer asked for it is not in their best interest and will likely lead to a future complaint, return, or the customer may just never come back Don’t let the last salesperson or the customer’s pre-conceived ideas influence what you show them Ask the right questions and guide the customer to get what it is that they really need

Tax Exempt B2B Wholesale Sales using vendor “NY Diamonds”. Disbursement to use is “other scrap refine revenue”.

Congratulations to OR4 with a Home Run Sale of $6000 with $5500 Profit!

Jewelry