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Speed Sells
This time of year, speed isn’t just helpful — it’s essential. And no, I’m not talking about the drug, but I did get your attention. I’m talking about the need to sell quickly, confidently, and efficiently during the busiest shopping season of the year.
When customers are rushing in with gift lists, timelines, and pressure, you don’t have the luxury of demonstrating every single item or walking them through your entire showroom. In retail jewelry stores, furniture galleries, and pawnshops, the winning formula is simple:
Get them in.
Find out exactly what they need.
Show it.
Close it. Add-On
Move on to the next opportunity.
And the only way you can do that without sacrificing service — or missing add-on sales — is by mastering your Needs Assessment.
Needs Assessment: Your Fastest Path to the Sale
During peak season, your most valuable tools are the key questions that help you cut straight to the heart of the customer’s needs. These questions uncover:
- What they want
- Why they want it
- Who it’s for
- How they plan to use it
- What add-ons or upgrades may be appropriate
- What objections you may have to overcome
- How to earn their trust quickly
The right questions give you the most information in the least amount of time — which is exactly what you need when the store is full, the line is long, and every minute matters.
Key Questions That Drive Fast, Effective Sales
Here are the high-impact questions that help you immediately zero in on the right product and eliminate guesswork:
- “What brings you into our store today?”
Opens the conversation and identifies the primary need fast. - “Who recommended our store?”
Builds rapport instantly — especially useful in jewelry and pawn, where referrals are gold. - “What have you seen elsewhere that you liked?”
Gives you direction and shows what standard they’re comparing you to. - “Who are we shopping for today?”
Essential for gift shoppers, especially during the holidays. - “What’s the special occasion?”
Helps you connect emotionally — powerful in jewelry and gifting environments. - “What would you like to do differently this time?”
Uncovers past frustrations and lets you position your product as the solution. - “When is the special occasion?”
Identifies urgency, deadlines, and delivery needs. - “Why didn’t you buy it when you saw it?”
Reveals objections you can overcome quickly. - “What features are most important in your selection?”
Defines priorities — quality, style, durability, warranty, size, price, etc.
Listen Faster Than You Talk
Asking the right questions at a rapid pace doesn’t mean rushing the customer. The art of selling fast is in the listening. Customers will tell you everything you need to know — and much of what they share will be personal. That personal information is where trust is built.
Trust leads to speed.
Speed leads to sales.
Sales lead to add-ons — warranties, accessories, protection plans, care packages, and complementary items that increase both revenue and customer satisfaction.
You won’t always need all nine questions, but during the holiday rush, every second counts. The faster you accurately identify the need, the faster you can present the right product and close the sale.
Final Thought
This season is the biggest opportunity of the year. Don’t slow down your sales process by guessing, assuming, or wandering through your inventory. Use these key questions to stay focused, maximize every customer interaction, and keep the momentum moving.
Speed sells — and the right questions make speed possible.
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Be sure to go to https://principlesforbusinessandlife.com/ – click on Our Viewpoint Newsletter and read a fabulous article titled:
Communication, Up Down And Sideways
By David Johns
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