A new addition to the “Heirloom” collection, this one-of-a-kind piece features 32 custom-cut gemstones.
The 11-year-old who’s wired for sales
A few weeks ago, the prologue to the über-popular podcast This American Life featured the story of an 11-year-old girl from west Detroit named Asia Newson who owns her own company, SuperBusinessGirl, and is known as the city’s youngest entrepreneur.
After hearing this episode, I decided to see how Asia’s sales moves--you can see a video of one of her pitches on Facebook--stack up against those outlined by Leo Schachter & Co. executive Peter Smith in our recent interview on his book, Hiring Squirrels: 12 Essential Interview Questions to Uncover Great Retail Sales Talent.
When we interviewed Smith, he outlined his three “absolutely essential characteristics” the very best salespeople possess: drive, empathy and resilience. (Asia has her own list of the qualities that make a good salesperson. They should, she says, speak loudly--which I am not sure is always the right tactic in jewelry sales--be articulate, make eye contact, use hand gestures and “give energy.”)
Looking at No. 1, drive, I would say that yes, Asia has drive. In addition to being known as the youngest entrepreneur in Detroit, she has her own office, in a business incubator space in Detroit that is otherwise used exclusively by adults. She likes what she is doing and already has a track record of success even at her young age.
The second characteristic, empathy, refers to the ability to listen to what the customer is, or isn’t saying, and respond to that. Having listened to Asia’s sales pitch on This American Life and watched her on Facebook, I would say that Asia is not a great listener but she does have the ability to connect with the people to whom she’s selling. She also seems to be a natural at knowing whom to approach with her candles or Charms Blow Pops and how exactly to approach them in order to close the sale.
The third is resilience, which, as any resident of a big city knows, you have to have when pedaling goods on the street.
In my seven years in New York, I have been approached by countless young people selling candy bars, Skittles, etc. for team uniforms and other school purposes, and
Whether you agree with Peter Smith, Asia or have your own list of traits you look for when hiring salespeople, there is one conclusion both Smith and the reporter who did the story for TAL come to and that is: The best salespeople are those who are inherently wired for sales.
Case in point: Asia tried to train her cousin in sales during an afternoon of candle peddling, with poor results. “It is,” the journalist who reported on Asia notes, “a hard thing to teach.”
The Latest
Last month in Dallas, David Walton pushed another jeweler, David Ettinger, who later died.
The move will allow the manufacturing company to offer a more “diverse and comprehensive” range of products.
With Ho Brothers, you can unlock your brand's true potential and offer customers the personalized jewelry experiences they desire.
From now through mid-May, GIA will be offering the reports at a 50 percent discount.
De Beers’ rough diamond sales were down 18 percent year-over-year in its latest round of sales.
Sponsored by the Las Vegas Antique Jewelry & Watch Show
For over 30 years, JA has advocated for the industry, fought against harmful legislation and backed measures that help jewelry businesses.
The Patek Philippe expert will serve as personal curator for the brand-focused company.
The 553-square-foot shop is aboard the Carnival Jubilee cruise ship.
NDC filed a complaint against Skydiamond for use of phrases like “diamonds made entirely from the sky.”
John Carter received the AGS’s highest honor Tuesday afternoon at Conclave in Austin, Texas.
LVMH said the company performed well despite an uncertain geopolitical and economic environment.
B&D Sales and Service held a ribbon-cutting event for its new location in Cranston, Rhode Island.
It’s ultra-feminine and filled with gold, pearls, and soft pastels.
Emily Highet Morgan and Emily Bennett have joined the agency’s team.
Its updated book for mountings is also now available.
She has been with the organization since 2010, most recently serving as its chief officer of PR and industry relations.
Joyce’s Jewelry sued the bank after cybercriminals drained its accounts of nearly $1.6 million through a series of wire transfers.
He is remembered by loved ones for his loyalty, integrity, and kindness.
Hosted by Freeman’s | Hindman, the sale will take place May 7-8.
The auction house said all 24 timepieces offered in its underground sale of rare and avant-garde watches quickly found buyers.
From lab-grown diamonds and AI to the inevitable Taylor Swift mention, here are some of Conclave’s most intriguing educational offerings.
From cybersecurity liability to trade show coverage, insurance experts share tips on how to build the right policy.
The charm is a modern rendition of the evil eye amulet that has been worn for thousands of years.
Ahead of its trade show next month, TJS awarded free registration and accommodations to one jewelry professional and three students.
By the end of this year, SRK’s diamond manufacturing complexes will achieve net zero emissions, one of an impressive array of achievements.