Be knowledgeable and genuine…those are really the most important factors I think…factors that could help a bit more…try and ask questions that would lead to them saying yes, or that are hard to say no to.
Giving the choice between two products, rather buying one product or buying nothing is sometimes useful unless they aren’t buying at all.
I always like to be in a mindset where I know people are going to buy, just go into a lot of sales assuming they’re buying, and naturally your tone and everything should follow that too…phrasing like, “I’m sure she’ll like that one” “If there are problems and you need resizing it, you can bring it back in” “once you get this home” things like that.
Of course, like others have said, qualify customers, you can’t just go around showing everything you have. Gather little tid bits and personalize the sale a bit. But I honestly think most sales are greatly affected on how you phrase everything.
I should note, I don’t sell jewelry…I sell computers, tvs, pretty much anything associated with computers, and work on commission. I do exceptionally well, and have been very consistent with my work. You just have to go through the same motions, and treat everyone as if they’re important and you really want their business…much like the general manager mentioned above, you seem him doing the same thing each time…it gets a bit boring and repetitive, but if you’re consistent, you will make sales.