Shanu Singh Guliani

Breaking the Ice with Your Opening Line
December 13, 2006

An essential part of the entire sales process, the opening is similar to a first impression. It can mean the difference between establishing trust and building loyalty or losing a possible lifelong customer to a one-time sale. This being said, I’ve compiled the following opening sales lines:

Using the Shopping Experience:

• Ask the customer if they’ve ever been to your store. Come from behind the counter and offer to show them around. “Let me give you a tour of our store.”
• While giving them the tour offer exciting tidbits relating to designer jewelry, color, or diamonds you carry, encouraging them to talk about their favorites.

Compliment Technique:

• Try a simple compliment to get them talking. “That sweater looks great.”
• Take the compliment one-step further. “Blue really brings out the color of your eyes. Have you ever thought of wearing blue colored stones to make your eyes sparkle even more?”
• Some good opening lines revolve around sports, clothing, a hairstyle, cars, current events or holidays.
• A sincere compliment regarding their jewelry from a professional in the business always makes a customer feel good.

Humor:

• How can I get you in or out of trouble?
• Allow me to show you something that will make your wife send the kids to grandma’s house for the weekend.
• Feel free to browse, if there’s anything you like I can model it for only a minimal charge.

The Famous...I’m just looking:

• Is it for a special occasion? Followed by women love surprises.
• Let me show you what’s new and in fashion right now.
• Tell me a little bit about her/him. Is he/she simple or conservative when it comes to jewelry? Get the customer talking about their loved one and at the same time obtain information regarding their significant other’s lifestyle, tastes, and color preferences to be able to offer the right piece for them.

One of my favorites “I’m waiting for something to jump at me”

• “I’m sorry; we stopped selling jumping jewelry because it gave one of our customers a black eye.” I use this one all the time…my male customers get a kick out of it.

Posted by Shanu Singh Guliani on December 13, 2006 | Comments (0)