The greeting your jewelry sales professional gives sets the stage for the client’s overall experience. The money spent on advertisements, product lines, and architecture all become diminished if we drop the ball at the greeting. Why? It is because fine jewelry is a purchase literally dripping with emotion not strictly an intellectual purchase. We […]
Basics Of Telephone Selling
Why is it that the sales professionals on your floor can talk to each other for hours on end, but if you ask them to call their clients, they immediately have nothing to say? The phenomenon is what I call “situational confidence”. In other words, they are confident in front of the client, but once […]
Active Listening vs Passive Listening
Many of us hear very well, but most do not listen. Confused? Let me explain. Hearing is merely picking up sound vibrations. Listening is making sense out of what we hear. That is, listening requires paying attention, interpreting, and remembering sound stimuli. Effective listening is active rather than passive. In passive listening, you’re like a recorder. […]