ColumnistsJul 20, 2021
Creative Connecting: Easing Back Into In-Person Events ColumnistsAug 03, 2021
Squirrel Spotting: 5 More Pointers From ‘The Sales Minute’
Peter Smith shares additional tips from his new book, which include thoughts on avoiding negative people and using hand gestures.
Peter Smith is president of Memoire and Hearts On Fire. He is author of three books, “Hiring Squirrels,” “Sell Something,” and his most recent, “The Sales Minute.” Connect with Smith on LinkedIn or at dublinsmith@yahoo.com.
My column last month introduced five pointers from my latest book, “The Sales Minute: 101 Tips for Retail Salespeople.”
To kick off August, we thought it might be fun to repeat the format for this column by featuring five additional pieces of advice from the book.
If you’d like to read all 101 tips, you can buy “The Sales Minute” from Amazon, Barnes & Noble, and other places where books are sold.
Note that the tips in the book aren’t arranged in any particular order, which I hope will encourage salespeople to open to a given page at any time and put that tip into practice that same day.
This article reflects the random pattern.
Use Hand Gestures
Effective communicators use their hands more when they are speaking. It makes them appear warmer and more relatable.
People who hide their hands, hold them in a static position, or keep them in their pockets are perceived as less engaging and, perhaps, even threatening. This goes back to our genesis, when we needed to see the hands of approaching strangers to determine if they were carrying a weapon.
Practice using your hands to communicate. Watch TED talks and notice how often the best communicators use their hands.
In a post-pandemic world, when shaking hands may become less ubiquitous, showing, and using, your hands to communicate will be more important than ever.
Related stories will be right here …
To kick off August, we thought it might be fun to repeat the format for this column by featuring five additional pieces of advice from the book.
If you’d like to read all 101 tips, you can buy “The Sales Minute” from Amazon, Barnes & Noble, and other places where books are sold.
Note that the tips in the book aren’t arranged in any particular order, which I hope will encourage salespeople to open to a given page at any time and put that tip into practice that same day.
This article reflects the random pattern.
Use Hand Gestures
Effective communicators use their hands more when they are speaking. It makes them appear warmer and more relatable.
People who hide their hands, hold them in a static position, or keep them in their pockets are perceived as less engaging and, perhaps, even threatening. This goes back to our genesis, when we needed to see the hands of approaching strangers to determine if they were carrying a weapon.
Practice using your hands to communicate. Watch TED talks and notice how often the best communicators use their hands.
In a post-pandemic world, when shaking hands may become less ubiquitous, showing, and using, your hands to communicate will be more important than ever.
Practice Turnover
Studies show that when we meet someone, we make decisions about them in one-tenth of one second.
Given that, the notion that any one salesperson will connect with every single customer they meet is egotism personified.
Unfortunately, some salespeople see turnover as a personal failure and having to give the customer to a colleague is akin to rubbing salt in the wound. That is not the case.
There are many reasons why a customer might feel uncomfortable with a salesperson, and most of them are not remotely conscious. Plan to turn over customers when the dynamic seems off, whether you’ve just greeted them or have worked with them for a few minutes.
Practice “pulling in the expert” as you introduce the customer to your colleague when you feel like someone else might better connect.
Sell What’s Healthy for the Business
In a perfect world, all products in a store would be equally profitable. That, however, is rarely the case.
Out of necessity, many stores carry products that, on their own, would not provide enough profit to sustain the business.
The brands or products are deemed necessary to support the broader business objective but can place a drain on margins and profitability if they constitute too large a proportion of overall sales.
Blindly reaching for those products, especially if they are at lower price points or loss leaders, can put an unnecessary strain on the business.
Salespeople should know what categories, brands, or products are deemed essential to the profitability of the business and ensure those products are front and center when they align with the customer’s needs.
Editors' Picks
Sponsored by
Avoid Negative People
There is no value whatsoever in choosing to associate with chronically negative people.
We all have an occasional bad day or a tough moment when we need to vent, but some people seem to have been born to complain and they must be avoided at all costs.
Negativity begets negativity, and the endless cycle of complaining, under-performance, and anticipated and realized disappointment becomes self-fulfilling, not just for the complainer but also for people within their orbit who allow themselves to be pulled into the emotional abyss.
Choose carefully who you spend time with, and avoid or limit your exposure to negative people.
Your sanity will thank you for it.
Don’t Spend From Your Own Pocket
The reason we explore our customers’ motivations, needs, and desires is to understand what they want and, in the process, to understand what value proposition is most important to them.
Customers bring all sorts of psychological triggers into their shopping experiences, and we cannot make assumptions about what those triggers are without doing the work.
Believing that your customers see value the same way you do is a mistake that is devoid of context and presumptuous.
Do your job in uncovering their motivations; don’t spend from your own pocket.
I hope you enjoyed these tips, and I wish you all good health and a happy summer!
There is no value whatsoever in choosing to associate with chronically negative people.
We all have an occasional bad day or a tough moment when we need to vent, but some people seem to have been born to complain and they must be avoided at all costs.
Negativity begets negativity, and the endless cycle of complaining, under-performance, and anticipated and realized disappointment becomes self-fulfilling, not just for the complainer but also for people within their orbit who allow themselves to be pulled into the emotional abyss.
Choose carefully who you spend time with, and avoid or limit your exposure to negative people.
Your sanity will thank you for it.
Don’t Spend From Your Own Pocket
The reason we explore our customers’ motivations, needs, and desires is to understand what they want and, in the process, to understand what value proposition is most important to them.
Customers bring all sorts of psychological triggers into their shopping experiences, and we cannot make assumptions about what those triggers are without doing the work.
Believing that your customers see value the same way you do is a mistake that is devoid of context and presumptuous.
Do your job in uncovering their motivations; don’t spend from your own pocket.
I hope you enjoyed these tips, and I wish you all good health and a happy summer!
More on Columnists
The Latest
IndependentsJun 15, 2026
DeBoulle Diamond & Jewelry to Renovate Dallas FlagshipThe revamped, elevated space will feature a two-story Patek Philippe atelier and a rooftop patio for parties.
WatchesJun 15, 2026
G-Shock, Coca-Cola Partner on Bottle-Inspired WatchThe special-edition piece marks the 140th anniversary of the iconic beverage brand.
TrendsJun 15, 2026
Amanda’s Style File: Tiny Charms Are TrendingHere are 13 small charms to inspire your layered looks this summer.
Brought to you by
Building the Future of Jewelry Retail: DCA Expands Education, Leadership Development, and Workforce SolutionsDCA is preparing the next generation of professionals by supporting workforce development, leadership growth, and career advancement.
AuctionsJun 12, 2026
16th-Century ‘Hogback’ Diamond Ring Going Up for Auction in LondonFound by a metal detectorist, the ring likely belonged to a wealthy, possibly royal, owner, said Noonans.
Weekly QuizJun 11, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
CollectionsJun 12, 2026
Chouette Designs To Launch Collection Celebrating All Types of LoveOur Pride Month Piece of the Week, the “Margaux” ring, is part of the wife-and-wife team’s new “Lovestoned” collection.
Events & AwardsJun 12, 2026
CBG Announces Plans for Phoenix ShowThe group has named the keynote speaker and announced a new pavilion for its next event, which is slated for September.
Brought to you by
All Eyes on Gold Prices. Alternatives to Look For. And What to BEWARE of in VegasAs gold prices rise, today’s retailers are looking for alternatives at prices that will appeal to wider audiences.
EditorsJun 11, 2026
This Was the Best Animal Jewelry in Las Vegas From lions and hippos to snails and fish, Senior Editor Lenore Fedow wrangles her picks for cutest jewelry critters in Las Vegas.
SourcingJun 11, 2026
Grandview Klein, London Jewelers Partner To Cut 63-Carat RoughThe big stone will be fashioned into a 20.26-carat diamond in celebration of the retailer’s 100th anniversary this year.
MajorsJun 11, 2026
Former Cartier Creative Director To Head Chanel’s Jewelry Creation StudioMarie-Laure Cérède will join Chanel as the new director of its jewelry creation studio, starting in October.
Lab-GrownJun 11, 2026
Smiling Rocks’ ‘Wish Jar’ Generates 100+ Wishes in Las Vegas At the JCK show, the lab-grown diamond brand teamed up with Jewelers for Children to support Make-A-Wish India.
SourcingJun 11, 2026
Signet Jewelers Exec Joins Diamonds Do Good BoardIlana McCabe is Signet’s vice president of public relations and brand communications.
AuctionsJun 10, 2026
31.62-Carat ‘Azure Blue’ Diamond Sells For $8M+ at Christie’sIt was a banner day for blue gemstones, with another blue diamond topping $8 million and a 41-carat sapphire going for $2.3 million.
MajorsJun 10, 2026
Saks Global Receives Bankruptcy Court Approval for ReorganizationThe approval means the retailer is on track to exit bankruptcy proceedings this summer.
CrimeJun 10, 2026
2 Suspects Arrested in Texas Jewelry Store RobberyThe men are believed to be part of the group of several masked suspects that robbed Marc Robinson Jewelers in April.
CollectionsJun 10, 2026
Sylvie Debuts ‘Elevated’ Bridal Collection Inspired By Designer’s RingThe bridal-focused brand is also launching its Custom Atelier this summer, a digital custom design tool for its authorized retailers.
EditorsJun 09, 2026
Q&A: Al Cook on the Lab-Grown ‘Bubble,’ Dwindling Diamond Supply The De Beers Group CEO also discussed tariffs, Desert Diamonds, and the pending sale of De Beers in an interview with Michelle Graff.
MajorsJun 09, 2026
Wilkerson's Russ Whitehouse RetiresThe industry veteran is bringing his 56-year run in the fine jewelry sector to an end.
Events & AwardsJun 09, 2026
Pride Month Panel to Highlight LGBTQ+ Jewelry VoicesThe panel discussion will feature LGBTQ+ leaders across the jewelry, luxury, and creative industries.
CollectionsJun 09, 2026
Marie Lichtenberg’s New Capsule Collection Is a Smash, LiterallyInspired by a locket that got run over, the “Smash” capsule collection reimagines the shape of Lichtenberg’s signature style.
MajorsJun 09, 2026
Frederick Goldman Names Director of Sales for SoutheastThe company has promoted Katherine Whitacre to the role.
MajorsJun 08, 2026
Stuller Expands Selection of Lab-Grown Diamonds, Demi-Fine JewelryThe jewelry manufacturer has added Taylor Swift-esque diamond shapes, and more silver, gold vermeil, and gold-plated jewelry.
SourcingJun 08, 2026
Sally Morrison to Depart De Beers This Summer Morrison has been marketing diamonds on and off since the early 2000s and said she is leaving to “pursue new projects.”
TrendsJun 08, 2026
Amanda’s Style File: June’s Birthstone TrioThose born in June can celebrate with pearl, alexandrite, and moonstone jewelry.
TechnologyJun 08, 2026
Overnight Mountings Launches Ring Builder PlatformThe platform allows retailers to guide clients through a customizable engagement ring buying experience in a branded interface.
IndependentsJun 05, 2026
Pennsylvania Jewelry Store To Close After 79 YearsJim Springer, owner of Dunkelberger’s Fine Jewelry, is heading into retirement.
