Kimberly Adams Russell is taking over the role from her father, David Adams, marking the third generation to hold the title.
Coach’s Corner: 6 Questions Salespeople Need to Ask Themselves
The Jewelry Coach Pat Henneberry wants to know about your value proposition, your role models and more.
In order to reckon with them, however, you have to ask the right questions.
I know you’ve heard this before from me, but this time it’s not questions for the consumer that I’m sharing, it’s questions you need to ask yourself.
Below is a modest stab at assembling six of the most important questions to ask yourself as a sales professional.
After working with thousands of retail stores over 30 years in the jewelry industry, I can safely say that if you dig deep enough, nearly every strategy, tactic and in-the-trenches success stems from the answers to these questions.
Our retail business is ultimately about people, and no two are alike, let alone retail stores, sales teams and the ever-changing consumer.
Trust me, when I first sat down to write this I had five times as many questions, but I pared it down to six I thought would resonate best.
Many of these questions should be familiar, but don’t get complacent. If the answers come too easy, you probably haven’t thought about them hard enough.
Keep pushing and I promise that you will be a greater asset to the company or store you work for, the company you hope to start, or the company you already run.
1. How committed am I?
This one tops all the rest, and getting to a meaningful answer involves some serious self-honesty.
Commitment comes from motivation, the fuel you need to get really good at something.
What motivates you? Funding your kids’ education? Buying a home? The need to make a difference? Sheer pride?
There are no feel-good answers, only authentic ones.
2. What’s my value proposition?
We constantly ask this from our vendors, brands and everything we sell.
It’s a fancy way of saying, “this is why you should spend money and time on my product and/or service.”
Every sales professional should have their own value proposition, a clear and measurable one.
In all my workshops, I ask one question to start off the day: Why would I buy from you, and why would I spend more money with you than for the same thing down the street?
By the end of my workshop, everyone can answer this question with confidence. Start thinking.
3. Am I clearly communicating my value proposition?
You should be able to explain, in three sentences anyone in your yoga class could understand, why customers need what you’re selling.
If you can’t, you’re in big trouble.
The reality is (and don’t take it personally) no one really cares about what you do. You have to make them care.
Don’t stock your elevator pitch with meaningless jargon and other gobbledygook (I’ve never used this word in one of my articles, I need to use it more.)
4. What differentiates me from the competition?
You need to be different to maintain your competitive advantage, something I preach a lot.
Having an advantage means delivering more value than your competitors do, in the form of more education, specialized training in a brand you sell, or just being your super friendly self!
You might sell different brands or own a “style or collection” in your store but, at the end of the day, people buy from people they like and trust.
5. Who is my role model?
Somewhere, someone is “doing it right” in our industry; I know a lot of them.
Meet them! Join organizations in our industry, like the Women’s Jewelry Association, and network.
It’s simple. I wouldn’t be here today if it wasn’t for the many role models I’ve had and still have.
6. Am I truly harnessing social media?
Building a presence on social media is relatively easy.
Your customers want you there, they want to learn about you, and you need to be there!
You don’t need any expert to help you. What I mean here is organic Facebook, Twitter and LinkedIn accounts. ‘Nuf said.
Dive into these questions now. Start your year off with knowing your professional value proposition. You’ve got this!
The Latest
As a token of womanhood, this necklace depicts when Venus was born from the sea.
The deal gives the retailer control over the distribution of Roberto Coin jewelry in the U.S., Canada, Caribbean, and Central America.
Tradeshow risks are real. Get tips to protect yourself before, during and after and gain safety and security awareness for your business.
Show your mother some love with a piece of fine jewelry.
The company’s Easton location will remain open.
Brian D. Fleming of Carla Corporation was elected to serve a one-year term in the role.
Meet Ben Claus—grand prize winner of For the Love of Jewelers 2023 Fall Design Challenge.
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.
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.