Set Non-Negotiable Sales Standards For Staff

While there are signs this holiday season will be an improvement over last year, there is no doubt that selling a luxury product like fine jewelry will take more sales effort than before. Consultant Brad Huisken, president of IAS Training, says it is critical that staff and owners to maximize every opportunity. In a column for JCK Magazine, he suggests setting a “non-negotiable standard” that every retail jewelry professional in your store must use with each customer.

Huisken advises to train sales staff to understand that it is unacceptable to let a customer leave the store without one of the following actions taking place, hence the “non-negotiable standard” for sales:

• They make a purchase.
• The salesperson captures pertinent contact information -- and permission to follow-up.
• The customer is turned over to another salesperson to try and complete a sale.

According to Huisken, the results of your holiday profits will depend on training staff to do the following:

• In the course of a successful sale, attempt to sell additional merchandise to every customer.
• Every salesperson must attempt to convert every repair customer into a jewelry purchase customer.

Take The Tip:
Click here to read the full column at JCK.