Sales Strategy

Jimmy DeGroot: Getting the Holiday Sale for the Store December 11, 2024 (0 comments)

Green Bay, WI--At this time of the year, we really don’t concern ourselves much with closing the sale because the volume of business places a nice band-aid over lost sales. But what if we could turn our “just lookers” into buyers? What could that do to our month? Make it 5% better? 10%? That’s a lot of jack. So, to get the sale for the store, I encourage managers to promote sale sharing, turnovers, add-on sales and upsells.  

A big reason people walk out without buying is that they just didn’t have a connection with their salesperson. Oftentimes salespersons have an attitude of “If I can’t sell ’em, ain’t nobody gonna sell ’em!” But what if our people could sense very quickly that we’re just not gelling with the customer? As an owner or manager, wouldn’t you appreciate for them to turn the sale over, or team sell it rather than send the customer out the door? 

The solution is simply letting your team know this is the behavior you’d love to see then adding an incentive. You can do this through games and/or a financial incentive for saved sales. Discussing it positively during your morning huddles as well as mentioning the “wins” from yesterday are great ways to raise awareness. Let them know that you expect them to do what it takes to get the sales for the store. 

James (Jimmy) DeGroot is a professional jewelry sales and operations trainer from the jeweler’s side of the counter. Having been in management and the jewelry business for over 20 years, Jimmy offers weekly training to jewelers nationwide via the Train Retail website. Jimmy is an AGS titleholder and specializes in training relevant and timely methods for jewelry teams. He can do a full training on making Bridal Presentations the best they can be, among many other regular training options. Contact Jimmy at jimmy@trainretail.com or call 920-492-1191.