[Jewelry making - Article 00561] - Re: [Orchid] What makes or breaks a sale?

[Neilthejeweler]

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    This is a whole field unto itself and the subject of many books. 

    But in my humble experience it boils down to...talk about
    features("Its 18 karat and finely made"), stress benefits("you'll be
    the envy of everyone at the club), and ask for the sale("Shall I box
    that for you or would you like to wear it right now?) 

    If you're asking why a sale sometimes does not happen at the end of
    a good pitch, its very often because the salesperson doesn't ask for
    the sale. But to ask before the customer has grasped the benefits
    will sometimes fail. You can get some idea if your pitch is going
    well by asking questions. Listen to the answers carefully. A good
    salesperson is also a good listener. Adjust your presentation based
    upon the feedback you get. 

    For me the most frustrating customer is the silent customer.
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