Sales Strategy
Jimmy DeGroot ‘How Ya Doin?’ The Question That Builds Teams and Sales | August 27, 2025 (0 comments)
Appleton, WI--One of my favorite leadership lessons comes from Garry Ridge in his book Any Dumbass Can Do It. Ridge, longtime CEO of WD-40, had a deceptively simple habit: he would often ask his people, “How ya doin’?” Not in the passing, half-hearted way we usually toss it around, but as a genuine leadership tool.
At first glance, it doesn’t sound very sophisticated. But this question does three powerful things for your team: it invites honesty, builds trust, and reinforces that you as a leader care more about your people than just their numbers.
In our jewelry stores, it’s easy to get wrapped up in transactions, inventory turns or hitting monthly goals. But Ridge reminds us that leadership starts with people. When you pause and sincerely ask, “How ya doin’?”—and actually listen to the answer—you uncover more than moods. You uncover the roadblocks, fears, and opportunities that your people are carrying with them onto the sales floor.
Think about it: how many sales are lost, not because the product wasn’t right, but because the associate wasn’t right? A distracted, discouraged, or disconnected salesperson simply cannot deliver the kind of experience our customers expect in luxury retail. Yet, when leaders demonstrate genuine care, team members feel safe to share struggles, ask for help, and—most importantly—re-engage with the mission of the store.
I often encourage the managers and owners I coach to make “How ya doin’?” a standing part of every morning huddle. Not as filler, but as a tone-setter. The question says: You matter here. Your voice matters. Your wellbeing matters. And as Ridge proved, when people know they matter, they give their very best back.
For us in jewelry retail, the bottom line is clear. Stronger connections with your team create stronger connections with your customers. A salesperson who feels seen and supported will have the confidence to build rapport, show WOW pieces, and guide clients with enthusiasm.
So, the next time you walk into your store, remember Ridge’s simple but powerful tool. Before the cases are opened and the lights are turned on, pause, look your people in the eye, and ask them: “How ya doin’?” It might be the most profitable question you ask all day.
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 and his partner Kyle Bullock help jewelry stores grow their profits and their people to fulfill their greater purpose! We do it through one-on-one business coaching, sales training, and leadership development. Contact Jimmy at jimmy@trainretail.com or call 920-492-1191.