Closing the Sale

Huisken, Brad
July 2002
JCK;Jul2002, Vol. 173 Issue 7, p70
Trade Publication
Advises jewelry shop sellers on selling. Handling of selling phases, namely initial contact, needs assessment, demonstration and closing; Techniques during the demonstration phase; Emphasis of training on the beginning of the selling process; Strategies in asking for the sale.


Related Articles

  • How Do I Handle Requests for Discounts? Huisken, Brad // JCK;May2007, Vol. 178 Issue 5, p407 

    The article offers advice on how to deal requests from customers for discounts. A salesperson's decision on discounts depends on whether the jewelry store offers discounts. One should clarify to his customers that the store does not offer discounting and instead increase the customer's...

  • How DO I Handle the Internet Shopper? Huisken, Brad // JCK;Jun2006, Vol. 177 Issue 6, p324 

    The article gives advice on how to persuade shoppers to buy from a jewelry store instead of buying on the Internet. It is important to earn a customer's trust by telling a company story during a sales presentation that discusses the benefits of buying from the company. Jewelry stores should...

  • 4 tips for fun on the job. Huisken, Brad // JCK;Jan2005, Vol. 176 Issue 1, p136 

    The article focuses on strategies for selling jewelry. The salesperson at a jewelry store should convey the message that the store is fun, and the buying experience in it enjoyable. Jewelry shoppers are usually in a good mood. If the salesperson has some funny selling stories, he should share...

  • Sell Them Both. Zell, Leonard // JCK;Mar2010, Vol. 181 Issue 3, p42 

    The article offers the author's views on why sales personnel in jewelry stores in the U.S. should try to sell jewelry on both customers. He states that sales personnel must keep in mind that any person who comes into the store represents a selling opportunity as the customer who is shopping will...

  • The 'I'm Just Looking' Customer. Huisken, Brad // JCK;Aug2006 Part 1 of 2, Vol. 177, p114 

    The article offers tips on approaches that salespersons in jewelry stores may employ in dealing with customers.

  • Easy routes to retail. Frangie-Hatch, Cathy // Bead Style;Sep2015, Vol. 13 Issue 5, p50 

    The article offers the author's suggestion for selling beaded jewelry at retail without the expense of opening a shop.

  • Show Your Appreciation. Huisken, Brad // JCK;Jun2003, Vol. 174 Issue 6, p92 

    Presents tips for enhancing customer services in a jewelry store in the U.S. Importance of developing relationships with customers; Aim of increasing customer base; Advantage of knowing and using customer's name in selling.

  • Sampling to Predict Your Success. Shanker, Martin C. // JCK;May2007, Vol. 178 Issue 5, p409 

    The article offers advice on the factors that need to be measured to predict future performance of one's business. One should consider factors such as percent of customers that one conversed with and end up recommending jewelry, how sales associates reengage customers who had declined assistance...

  • Jewelry Pay Lost Some Glitter in 2003.  // JCK;Nov2004, Vol. 175 Issue 11, p74 

    This article reports that according to the journal JCK's annual salary survey, the year 2003 wasn't a very good one for many working in the U.S. retail jewelry stores. Almost every job category posted a decline from 2002 in both median base pay and total pay, with the biggest drop felt by...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics