WHY IT IS TRUE: The way you remove a watch from the case, for example, and hand it to the customer sends a message to the customer about the significant value of that watch.

PLAN OF ACTION: Placing the watch on a glass countertop with one hand sends a signal to the customer that this watch is lower value. Holding the watch carefully with a Selvyt cloth and presenting it with both hands to the customer sends an entirely different message. Have your sales staff select a watch and, with both hands and a Selvyt cloth, hand it to someone else. Remind them to keep their attention focused on the piece they are presenting; this will draw their customer’s focus to the item.


This article originally appeared in the January 2018 edition of INSTORE.

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