IJL – International Jewellery London Presents: “It’s Not Just The Engagement Ring, How To Increase Your Bridal Sales” Presented By: Brad Huisken IAS Training

Sales Philosophy Personal Trade Repeat Business Referral Business The Real Goal of A Sales Presentation: Personal Trade Repeat Business Referral Business

Customer Profiles 1) Going To Buy 2) Not Going To Buy 3) On The Edge

The Circle Of The Sale Goal – To get the customer to say: “I’ll Take it” A true sales professional is: One that causes the exchange of ownership of a product or service based on the prospect’s wants and needs with integrity!

4) Closing The Sale & Adding-On The Circle Of The Sale 1) Initial Contact 2) Needs Assessment 3) Demonstration 4) Closing The Sale & Adding-On

Needs Assessment prospect wants. 2) To discover why they need it. Four Goals: 1) To discover what your prospect wants. 2) To discover why they need it. 3) To discover the add-on items they will need. 4) To continue building trust.

Needs Assessment equals answers, so demonstrate those answers! The NA=A/DA Theory Needs Assessment equals answers, so demonstrate those answers! NA=A/DA is the secret to making more sales!

Open-Ended Questions Who What Where When Why How Tell Me

Open-Ended Questions 1) Information Questions 2) Essential Questions 3) Business Questions 4) Add-On Questions

The Seven Essential Questions 1) Who recommended our store? 2) Who are you shopping for? 3) What brings you into our store today? 4) What have you seen before that he/she would really like? 5) What’s the special occasion? 6) What’s important in selecting a new ____? 7) When is the special occasion?

Add-On Questions Look at every type of selling scenario that you have and come up with some great add-on questions!

Closing The Sale Goals – To Make the Sale and Add-on 20% - The salesperson attempts to close 20% - The Client says “I’ll take it” 60% - No attempt made to close the sale You have earned the right to ask for the sale!

Adding-On is a Customer Service Adding-On = Profits The prospects mind is most open to buying additional items prior to making the decision to purchase the main item! Adding-On is a Customer Service

Adding-On The Add-on doesn’t have to cost less! What To Add-On? You’ll need this to go with that! Don’t Stop Now The Add-On Checklist

The Assumptive Add-On Close How About The Enhance The Add-On The Advantage Possession

The Assumptive Add-On Close They could decide to purchase only the primary item. They could decide to purchase the primary item and the Add-on. They could give you an objection.

Adding-On The Don’t Let Me Forget / Or Remind Me to Show You Technique The Double Reverse

Nothing Ever Happens Until A Sale Is Made! Conclusion Change is Inevitable – Growth is Optional! Work For Success! Time is Precious! Nothing Ever Happens Until A Sale Is Made! FINAO!