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

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

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

4. 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!

5. 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

6. 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.

7. 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!

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

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

10. 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?

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

12. 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!

13. 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

14. 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

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

16. 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.

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

18. 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!