Last updateTue, 07 Jul 2020 11pm

Ivan Levi

Using the power of Momentum in your business

Momentum: Strength or force gained by motion or by a series of events.
-Merriam Webster

Do you have sales momentum in your store?

Practicing the basics of sales momentum allows you to overcome sales career slumps, slow sales days, and even allows you to have control over your sales career instead of your career having control over you.

Let’s face it; sales can be a rollercoaster ride of excitement or misery according to the day’s sales tally. We’ve all had huge transactions that give us unbelievable confidence or days of absolutely no sales that send us into despair.

What if there was a way to take an active role in your sales instead of hoping that big sales will happen? What if there was a way to stack the deck in your favor instead of taking a passive role?

There is.

Sales Momentum 101

Many of you know that I have participated in the Multiple Sclerosis Bike Ride for the past 10 years. This spring as I was training on steep hills, I realized the similarities between preparing for a grueling 150-mile bike ride and preparing for a day of sales. Both need pre-planning to successfully use momentum to reach goals – and without practicing sales momentum in your store, is like showing up for a bike race without ever training. Both would be equally disastrous.

Fundamentally, sales momentum is energy. And to acquire that energy, a series of actions must be implemented which build on each other to create an ideal environment for improved sales. These actions are divided into two areas that must work together to achieve success:

1. Store actions:

Sales momentum starts with the store’s support of its employees. Weekly team meetings to share employee success stories along with proficient sales training should be on every manager’s desk planner.

And there are other actions that will assist sales associates in creating momentum:

- In addition to fine jewelry sales, jewelry stores must also focus on products and services such as repairs, appraisals, inspections, and buying gold that may not initially bring in huge diamond sales - but it will create repeat business and eventually turn into bigger momentum-opportunities like engagement sales. Remember that these small ticket items might seem insignificant, but they build your sales team’s momentum (energy) and confidence to ensure those big diamond sales we all like to make.

- Don’t forget taking your sales team to trade shows! This is an excellent way for sales associates to discover refreshing ideas from seminars and peer exchange of sales ideas. Trade shows give associates new momentum-building sales tools to take back to the store.

2. Sales Associate actions:

Every day the ball is in your court as a sales associate. If you desire, you have the opportunity to perform daily sales momentum actions, such as:

- Writing handwritten notes to your clients on a regular basis informing them of new merchandise and upcoming sales. This action also keeps your name recognizable when they think of jewelry.

- Keeping organized information on your clients. How many of you know the wedding anniversaries of your clients? You should. Or what pieces are missing in their jewelry collection. ALWAYS remember that knowledge is the most powerful tool in sales – use it to your advantage daily.

Sales are not passive – you must take action every day to build your sales momentum and create energy in your store. And once you start implementing the above actions, you are in the driver’s seat of your sales career.

Action creates action. And today is the time to start that process for the rest of your career!

Ivan Levi is celebrating his 28th year in the jewelry industry. He is vice president of Sales and Marketing at Levy Creations/Ivan Alan Jewels®. He is also president of Ivan Alan Solutions™. His dynamic sales training seminars are attended throughout the country at trade shows and in-store meetings. To contact Ivan for seminar information, call 800-621-0496.

You want inspiration? Here it is!

A dark haired little boy was walking along a back road when something shiny caught his eye off to the side.

Intrigued, he picked up the object and realized it was an old pendant that someone had discarded. The piece was missing its center stone, but the boy knew he had found his mother a Mother’s Day present!

That evening he hid his newfound treasure under his pillow.

Change is in the air

Ah, I have been waiting over three years to write this article. But for too long I hadn’t sensed a turning of the financial tide within the jewelry industry.

Until now.

What type of salesperson are you?

POOF! If a magic wand could transform you into a dynamic salesperson, would you do it? Of course you would! In fact, all sales associates dream of breaking sales records – so then, why aren’t there superior sales people in every jewelry store? Let’s explore that.

Stress and sales don’t mix

Friends, this article is as timely as they come. Especially since we are all feeling the effects of our economic situation. In this article you will find how to navigate through trying times without stressing – and how you can immediately start creating an improved store environment for you and your sales associates.

Are you asking the right questions?

Warning! The following article will transform your sales, change the way people perceive you, and establish you as a superior communicator. Read on only if you want to have greater success in your career and in life.

Are you guilty of the number one offense in sales?  Many sales people are.

What is the temperature setting in your store?

When I ask jewelry store owners the temperature setting in their store they often tell me the thermostat setting in degrees. But what I am actually asking is the Customer Service Temperature Setting (CSTS) in their store.

The CSTS is not about the actual temperature, but rather determines how comfortable and at ease a customer feels when they walk into your store, or how a past client feels your company values them. The warmer the CSTS, the better the customer service. And the higher the returning customer rate!