InStore Magazine posts everyday on its email blog a great tip.

Hrere's one they posted today and I have a comment after it:

Silence isn't deadly, it's golden!

WHY? Too many salespeople out there are terrified of gaps in conversation, fearing the customer will leave as soon as the chatter stops. Don't fear the silence, say retail speakers/consultants Richard Fenton and Andrea Waltz.

HOW? Once you’ve completed your presentation, be quiet. Give the customer a few minutes to think. As Fenton and Waltz say, "It feels awkward at first, but often this is all it will take for the customer to decide to buy.”

SOURCE: "Go for No! Yes is the Destination, No is How You Get There" ............

15 Things You Must Teach Seasonal Employees

This is such advise I'd suggest teaching them to everyone.

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I subscribe to many email newsletter as I imagine you do. This one is from a speaker and consultant in the retail environment Bob Phibbs, The Retail Doctor.

His newsletter this week was 15 things to teach the season staff but I'm betting most jewelers don't teach this to their own staff.

I'd suggest at your next sales meeting (you do have regular sales meetings, right? Of course you do!)

• Going over this list with everyone
• Print a copy and give one to each employee
• Post it on the bulletin board in the kitchen.

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Three Questions You Should Ask Jeweler

Have you ever noticed that there two kind of customers:

• Those who are looking at buying product
• Those who are looking to have something repaired

So what happens when you discuss price with a product customer? What do they say if they think its too high?

Typically the product customer says when they think the price is too high:
• Can you do better on the price?
• I'll think about it
• I'll be back
• I have to ask my husband.

All of these are said very politely. Typically "Thanks, I'll think about it". You then typically hand them your card while saying "My name is Marvin, let me know if I can assist you .........

A great compensation idea for Christmas from Harry Friedman's webinar today.

The webinar done by Harry Friedman today was really terrific. Lots of good stuff in 45 minutes but there was a great nugget for Christmas.

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So here's the nugget I received today and its mind blowing. But first a little story.

Yesterday I chatted/consulted with a jeweler who has an 80% closing ratio in his store on product. Hard to believe, I know. So I asked the question 7 ways to Sunday and he and his manager swear its 80%.

But he's not happy. He has lots of debt and it comes from him over-buying. But that's another story for another day.

You see ............

 Would you spend $83 to see a movie for 2 people?

Just last year people were saying "Can you believe it? Almost ten bucks to see a movie? Popcorn is about 5 bucks and OMG! $4.00 for a can of soda that's 85 cents at the grocery store? Who can afford to go to a movie nowadays?

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Who in their right mind would do that?

Much less paying $39 to size a ring, a silver ring at THAT? $500 to just carve & cast a wax? No one would pay that, would they?

The answer is If the experience and satisfaction level is there, THEY WILL!

By the way, I paid $83 for 2 people to go see James Bond's Skyfall this weekend. How is that possible?

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