Worthmore Jewelers Owner Harris Botnick’s Secret to Selling

1. What has been your most memorable sale?It wasn’t a big sale, but it was around when I got into the business 25 years ago. I was trying to absorb everything at that point, and I was reading a sales motivator–type book by Zig Zigler. It was full of very old-school techniques. He said if you’re having trouble closing a sale, pull out your ticket book and say, “I’m just going to start writing it up.” The next day I was ­working with a couple and I told them I was going to start writing up the order. I said, as I was writing, “How would you like to pay for this?” And they said, “Visa.” That was it. It was just one of those aha moments. Like, yes, if you do these things, they work.2. What’s been your biggest challenge and what have you done to resolve it?Dealing with stress and learning that the day is going to end and everything is going to be all right in the ­morn

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