As a token of womanhood, this necklace depicts when Venus was born from the sea.
Coach’s Corner: What Owls Can Teach Us About Sales
Hearing owls in her yard at night got Pat Henneberry thinking about what these beautiful nocturnal hunters can teach us about selling jewelry.
It’s the time of year when the owls are in my yard.
At night, I can hear them talking back and forth with their woe, woe, woe—or is it who, who, who?—calls.
It got me thinking, and wondering: Why is the owl perceived as the wisest creature in the animal kingdom?
It’s not this beautiful bird’s laser-sharp night vision, or the fact that it can do a Linda Blair-style 360-degree swivel of its head, or even that it cocks its noggin in a curious and wise fashion.
The owl’s real differentiator is its ears; the owl is one of the best listeners in the forest (or, in my case, in the backyard), especially at high frequencies.
Since owls have no sense of smell, their world is all about listening.
Owls have binaural, or diotic, hearing. Binaural literally means “having or relating to two ears.” Binaural hearing lets humans and other animals (including owls) determine the direction and origin of sounds.
Owls use their unique, sensitive ears to locate prey by listening for movements through ground cover such as leaves, foliage or even snow.
When a noise is heard, the owl can tell which direction it originated from because of the infinitesimal time difference in which the sound is detected in one ear versus the other, i.e., if the sound was to the left of the owl, the left ear would hear it before the right.
So why am I talking about owls? Because their advantage is their acute sense of hearing; they are great listeners, and we should be, too, if we want to sell jewelry this holiday season.
Now that we are in the holiday rush we tend to sell quickly and talk quickly, and our listening goes out the door.
This is a reminder to be an owl; use your ears, slow down.
Instead of proclaiming your knowledge of the product, ask a few catalytic questions instead (see Peter’s Smith column about the importance of developing a go-to list of open-ended questions) and listen to your customers. It makes selling a lot easier!
What could better serve you on the sales floor—talking, or listening like the wise owl?
Pat Henneberry is president of consulting and sales training company The Jewelry Coach and an advocate for natural diamonds. Reach her at 512-203-3414, via her website, or on Facebook, Twitter or LinkedIn.
The Latest
The deal gives the retailer control over the distribution of Roberto Coin jewelry in the U.S., Canada, Caribbean, and Central America.
Show your mother some love with a piece of fine jewelry.
Tradeshow risks are real. Get tips to protect yourself before, during and after and gain safety and security awareness for your business.
Brian D. Fleming of Carla Corporation was elected to serve a one-year term in the role.
Sponsored by the Las Vegas Antique Jewelry and Watch Show
Tobak, author of “Ice Cold: A Hip-Hop Jewelry History,” shares how the exhibition came to be, and the pieces people may be surprised to see.
Meet Ben Claus—grand prize winner of For the Love of Jewelers 2023 Fall Design Challenge.
Stars adorned themselves in emeralds, platinum, and myriad bird motifs, writes Associate Editor Natalie Francisco.
M.S. Rau is set to open a seasonal gallery in the high-end resort town early next month.
The branded jewelry market is thriving, said Richemont Chairman Johann Rupert.
The six designers, all participants in the show’s Diversity Action Council mentorship program, will exhibit in Salon 634.
The highlight of his collection is the coveted Patek Philippe Grandmaster Chime, which could sell for up to $5 million.
The “Venetian Link” series modernizes the classic Veneziana box chain in its bracelets and necklaces.
The Seymour & Evelyn Holtzman Bench Scholarship will provide tuition assistance to two low-income students.
The Swiss watchmaker said the company’s plans to use a new version of the Hallmark crown on jewelry would confuse consumers.
The executive talked about the importance of self-purchasers and how fuel cell electric vehicles are going to fuel demand for platinum.
The Indian jeweler’s new store in Naperville, Illinois marks its 350th location, part of its ongoing global expansion plans.
It will award a graduating high school student with about $10,000 toward a GIA diploma and an internship with the Seattle-based jeweler.
Wheat Ridge, Colorado police took a 50-year-old man into custody Wednesday following a two-month search.
PGI partnered with four new and seven returning designers for its annual platinum capsule collection.
Nicolosi, president and CEO of The Kingswood Company, previously sat on WJA’s board from 2011 to 2018.
Karina Brez’s race-ready piece is a sophisticated nod to the horse-rider relationship.
The men are allegedly responsible for stealing millions in jewelry and other valuables in 43 burglaries in 25 towns across Massachusetts.
“Horizon” invites individuals to explore the limitless possibilities that lie ahead, said the brand.
The jeweler credits its recent “Be Love” campaign and ongoing brand revamp for its 17 percent jump in sales.
The co-founder of Lewis Jewelers was also the longtime mayor of the city of Moore.