Ask, so who else is on your list?

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YOUR TIP FOR DECEMBER 14, 2009
HOLIDAY SEASON? This is add-on season. Be sure to ask every customer who has just bought a gift, "OK, that's done ... so who else is on your list?"
WHY?
People need gifts. They've set money aside to buy gifts. Why not help them buy great gifts?
HOW?
Time is short. Don't ask, "Are you looking to buy jewelry for anyone else on your list?" Be a tad assumptive. You can even ask: "What are you giving yourself this Christmas?" (Final point: Make sure your staff is properly "incentivized" to ask for the add-on. Commissions for add-ons should be higher, because the benefits to you are higher.)
SOURCE: Shane Decker

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SMOOTH SELLERS EXTRA Working in one of the country's top jewelry stores, Venita Petersen (INSTORE, September 2004) is more than just a "Smooth Seller" -- she's a true professional who knows the value of teamwork. If you could use some inspiration to serve better today, read Venita's story here.


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