It is no stretch to have
It is no stretch to have a bright, happy attitude when we are
selling what we enjoy, e.g. a large diamond, or something we have created.
The real trick is to
develop a happy, expectant attitude when it comes to repairs – especially watch repairs! I have
had many occasions to visit jewelers and I find more times than not jewelers behave less than
enthusiastically when they encounter a watch repair customer! As a matter of fact, I have
observed that most act as though the customer just handed them a dead rat!
We need to realize that our customers are sensitive to the demeanor we show them in the
sales interview. In a recent seminar I gave the analogy that we act less than enthusiastic
towards a watchrepair customer, it is much like if a man went to an upscale women’s clothing
store and upon choosing an expensive dress for his wife, the sales clerk says to the customer,
“Why would you want to spend that much money on that fat cow wife yours??
But this is
exactly what we are doing when we do not treat our customers’ watches without consideration
of the way they feel about them.
We in the jewelry trades tend to be very “jaded,” that is, we see our customers’ items
with the eyes of what we think is worthwhile.
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