Blogs
Overcoming Objections
Article provided for The Plumb Club by Kate Peterson, PC Performance Concepts Though it might be hard to believe, objections are a normal—even healthy—part of the selling process. Quite often, they’re actually buying signals. Many customers raise objections as one of the final steps in reaching a decision. After all, if a customer objects, he’s […]
Making Add-On Sales
Article provided for The Plumb Club by Kate Peterson, PC Performance Concepts The conventional order of steps in the selling process begins with a greeting and goes through rapport building, profiling, presenting, and closing. However, the process doesn’t—or shouldn’t—end with closing the sale. If you want to reach your full potential as a fine […]
Greeting Customers
Article provided for The Plumb Club by Kate Peterson, PC Performance Concepts At its best, retail selling is a communication process in which a professional identifies a customer’s needs, shows how certain products or services meet those needs, and then actively assists the customer with making a satisfying purchase decision. While there are many possible […]
Exceptional Customer Service
Article provided for The Plumb Club by Kate Peterson, PC Performance Concepts Customer service begins the moment a consumer approaches your store—even if it’s on the phone or over the Internet—and from that point on, your service effort should never end. Always remember that today’s consumers have multiple options for where to spend their money. […]
Closing the Sale
Article provided for The Plumb Club by Kate Peterson, PC Performance Concepts Closing is obviously a critical step in the selling process. After you’ve built rapport with your customer, profiled completely, gotten her involved with the items you’ve presented, and overcome any objections, closing the sale also should be easy. But what can you […]
Building Relationships
Article provided for The Plumb Club by Kate Peterson, PC Performance Concepts When you build relationships with your customers, you’re also building your future as a sales professional. Of course, a job title like Fine Jewelry Associate might seem to imply a certain level of professional status from the very first day of your […]
Building Value Before Mentioning Price
Article provided for The Plumb Club by Kate Peterson, PC Performance Concepts Raising objections is a normal part of the buying process for many people. Objections are often buying signals, and they can give direction to a presentation by indicating issues that are important to the customer. But there are things you can do […]
TPC’s December Podcast Focuses
on Helping Retailers Make and Increase Sales
Podcasts Provide Strategies, Knowledge, and Immediately Actionable Steps from Industry Leaders New York – Perfectly timed for the busy 4th quarter and holiday sales, The Plumb Club’s December podcast provides retailers valuable tips to help them maximize sales this quarter and throughout the year. Don’t Leave Potential Sales On The Table: In today’s very competitive […]
New Companies and Categories
Join The Plumb Club
The Plumb Club Welcomes Chic Pistachio & Gemological Science International (GSI) New York – The Plumb Club is pleased to welcome new members, as well as new categories, to its impressive roster. For the first time, the Club has opened membership to service providers of the jewelry and watch industry. With 45 existing members, representing […]
Jewelry is Expected to be Winner for Holidays
Holiday forecasts expect retail sales to grow at least 7% in November & December than in 2020, 11% over 2019. Fueled in part by pent-up savings and government stimulus, consumers have the desire and means to spend. Over the last six months, the luxury retail and jewelry sectors have experienced some of the strongest year-over-year […]