PawnMaster Blog

Business Spotlight: Proper Expectations

One of the main reasons a customer-vendor relationship can go sideways in a hurry is mis-aligned expectations set early on in the business relationship. Many companies have mission statements, brand promises, and mantras which seem to change way too often, but great companies stay the course and believe in their approaches. This is because they expend great amounts of time, energy, and resources planning to ensure they get it right, the first time. This starts with hearing the customer and listening to what the market is saying. This holds true, not only for the products they bring to the market, but also the approaches in which these products are brought to market and supported.

Posted on 30 Sep 2016

Sales Spotlight: Likeability

In every sales opportunity, no matter what industry you may be in, rapport and likeability is a must-have element if you want to make a sale. It's a simple fact; people buy from people they like. I have met so many talented sales people over the years and this plays directly into their success. If there was no charm, personality, rapport-building, or likeability as a part of their skill set, they never could reach The President's Club.

Posted on 28 Sep 2016

Facebook Dark Posts - a Great Way to Sell Jewelry

Facebook Dark Posts are the Cheapest, Best Form of Direct Marketing Available Today!
We all know that Facebook has a gazillion users. The average American spends 49 minutes a day on Facebook. Because of that we should be using it for our marketing. What I want to share with you is why this is a kick-ass  opportunity!

I Found a Diamond Cheaper Somewhere Else

How can YOU tell a Great Value Story?
              
 
2nd Hand Story
Tell customers your diamonds are estate or bought 2nd hand. People perceive pawn shops as being cheaper, no matter what the price is because they use this 2nd hand value story.
 
Location Story
Talk about how you just got back from Antwerp or Israel. Mention that you partner with cutters all over the world to get the very best deals.
 
Quality Story
This is tough. To prove value you must prove you offer a better bang for the buck. Do this by using words such as "...when dealing with diamonds of this caliber..." or "Yes it is more money, but the best always is!"

Sales Spotlight: Confident or Arrogant?

At Data Age, we always talk about being confident, learning, growing and mastering our trade. Confidence and expertise should allow a sales executive to gain customers' trust a lot faster. When you earn the right to have a customer accept you as a trusted advisor, they will consult with you as they navigate through the buying cycle. 

Posted on 31 Aug 2016

Attitude is Always the Right Chair on the Bus

Over the years I have hired or contributed to hiring  hundreds of professionals. When hiring we try to hire for attitude first, coachability second and finally for a domain skill with experience. I think we would all agree attitude is a very desirable attribute you can’t coach up all the time. When hiring for a specific position, for example Sales, we know there really is not an exact science to replicating success. Some may have higher success ratios than others but at the end of the day, in the hiring process, it boils down to the individual you are inviting to join your teams. At Data Age, we feel as long as we have the right attitude we can find a seat on the bus for someone. Not everyone knows, right out of the gates, what their path is in life or in the workforce. Many sales people find out they want to go into marketing and even more just want to help customers, thus seeing them take on a client support role.

Posted on 05 Aug 2016

Why Should they Buy from Me?

The article linked below is a good article on a number of fronts.  First off, “why” should the prospect buy from you is a good starting point for success.  From my point of view, here is the "why" we live and breathe here at Data Age.

Inside Sales is Public Speaking too

Believe it or not, whether you work inside sales our outside sales, we are all public speakers.  Every time you get on the telephone you are speaking to the public.  It is important you understand how best to do this.  The first step is to make sure you are prepared before every call.  You have a window of about 30-90 seconds when speaking to someone for the first time over the telephone.

Customer References... Why & When

In sales or in marketing, it is always better to have someone else do the talking for you in your efforts to position and promote your product or company. Having people similar to your prospective customer you are working with who talk about your product/company is very powerful. Not only will it help your efforts but it is also very helpful for your prospect. Having your prospect get a good feel is a given but alerting your prospect to ask the reference about the process they went through while doing their due diligence is very helpful for the prospect as well. This is sales 101 but is it really that simple?

One Strike and You're Out

This industry consist of smart buyers who invest their mindshare on areas of great interest for themselves. What I would call the “quick-fix” and the “now” items that immediately impact them.

In a lot of cases software and technology sit outside of their strike zones. They may not be viewed as a top priority because the pawn broker has so many other things on their plate. In the many calls we have been receiving lately, several have been frantic as fear of the unknown creeps in.

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