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YOUR TIP FOR MARCH 30, 2012
 


Talk to customers from the "Point of YOU."

WHY? Customers don't care about you or your products, says SMART Show keynote speaker Jim Ackerman. They care about themselves and the people they're giving your jewelry to. When you speak to them from the "point of you," you'll always be in "benefit language" … the language of WIIFM (What's In It For Me).

HOW? Speaking from the point of you is easy. Just start your sentences with the word "You" or "Your", or with a verb. For example, "Your wife will think you're incredible." "Enjoy the lasting benefits of an heirloom treasure." "You will be the belle of the ball." "Your friends will turn green with envy when they see this emerald." Sound cheesy? Maybe. But it resonates. And that is where jewelry-buying decisions are made.

SOURCE: Jim Ackerman

Get more great sales advice from Jim Ackerman, one of this year's "Monsters of Sales", at The SMART Jewelry Show

 
  
 


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