ColumnistsJan 13, 2026
2025 Was a ‘Price Up, Units Down’ Year, Here’s What That Signals for 2026 In a market defined by more selective consumers, Sherry Smith shares why execution will be independent jewelers’ key to growth this year.
EditorsOct 13, 2014
The 11-year-old who’s wired for sales
A few weeks ago, the prologue to the über-popular podcast This American Life featured the story of an 11-year-old girl from west Detroit named Asia Newson who owns her own company, SuperBusinessGirl, and is known as the city’s youngest entrepreneur.
After hearing this episode, I decided to see how Asia’s sales moves--you can see a video of one of her pitches on Facebook--stack up against those outlined by Leo Schachter & Co. executive Peter Smith in our recent interview on his book, Hiring Squirrels: 12 Essential Interview Questions to Uncover Great Retail Sales Talent.
When we interviewed Smith, he outlined his three “absolutely essential characteristics” the very best salespeople possess: drive, empathy and resilience. (Asia has her own list of the qualities that make a good salesperson. They should, she says, speak loudly--which I am not sure is always the right tactic in jewelry sales--be articulate, make eye contact, use hand gestures and “give energy.”)
Looking at No. 1, drive, I would say that yes, Asia has drive. In addition to being known as the youngest entrepreneur in Detroit, she has her own office, in a business incubator space in Detroit that is otherwise used exclusively by adults. She likes what she is doing and already has a track record of success even at her young age.
The second characteristic, empathy, refers to the ability to listen to what the customer is, or isn’t saying, and respond to that. Having listened to Asia’s sales pitch on This American Life and watched her on Facebook, I would say that Asia is not a great listener but she does have the ability to connect with the people to whom she’s selling. She also seems to be a natural at knowing whom to approach with her candles or Charms Blow Pops and how exactly to approach them in order to close the sale.
The third is resilience, which, as any resident of a big city knows, you have to have when pedaling goods on the street.
In my seven years in New York, I have been approached by countless young people selling candy bars, Skittles, etc. for team uniforms and other school purposes, and
I certainly haven’t given money to all of them. If how people react to young salespeople in New York is a good barometer for what goes on in Detroit, it’s fair to say that Asia has dealt with a fair amount of rejection during her years (which tally at least six) in sales.
Whether you agree with Peter Smith, Asia or have your own list of traits you look for when hiring salespeople, there is one conclusion both Smith and the reporter who did the story for TAL come to and that is: The best salespeople are those who are inherently wired for sales.
Case in point: Asia tried to train her cousin in sales during an afternoon of candle peddling, with poor results. “It is,” the journalist who reported on Asia notes, “a hard thing to teach.”
Whether you agree with Peter Smith, Asia or have your own list of traits you look for when hiring salespeople, there is one conclusion both Smith and the reporter who did the story for TAL come to and that is: The best salespeople are those who are inherently wired for sales.
Case in point: Asia tried to train her cousin in sales during an afternoon of candle peddling, with poor results. “It is,” the journalist who reported on Asia notes, “a hard thing to teach.”
More on Editors
The Latest
IndependentsJan 13, 2026
Orr’s Jewelers Opens New Location in Pittsburgh’s Strip DistrictThe family-owned jeweler’s new space is in a former wholesale produce market.
CrimeJan 13, 2026
Alleged Getaway Driver Charged in Florida Jewelry Store RobberyIvel Sanchez Rivera, 52, has been arrested and charged in connection with the armed robbery of Tio Jewelers in Cape Coral, Florida.
Brought to you by
How Jewelers Can Fight Back Against Cell JammersCriminals are using cell jammers to disable alarms, but new technology like JamAlert™ can stop them.
SourcingJan 13, 2026
Rio Grande To Offer Calibrated Diamond MeleeThe supplier’s online program allows customers to search and buy calibrated natural and lab-grown diamond melee, including in fancy shapes.
Weekly QuizJan 08, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
Events & AwardsJan 13, 2026
NYC Jewelry, Antique, & Object Show Announces Winter EventThe new show will take place Jan. 23-25, 2026.
GradingJan 12, 2026
Peter Yantzer, Former Executive Director of AGS Labs, Dies at 77 Yantzer is remembered for the profound influence he had on diamond cut grading as well as his contagious smile and quick wit.
Brought to you by
Impacting Tomorrow TodayHow Jewelers of America’s 20 Under 40 are leading to ensure a brighter future for the jewelry industry.
MajorsJan 12, 2026
These 14 Macy’s Locations Will Close This YearThe store closures are part of the retailer’s “Bold New Chapter” turnaround plan.
MajorsJan 12, 2026
Jewelers Mutual Acquires AI-Powered Event Insurance ProgramThrough EventGuard, the company will offer event liability and cancellation insurance, including wedding coverage.
MajorsJan 09, 2026
Kendra Scott Taps Activewear Exec as CEO Chris Blakeslee has experience at Athleta and Alo Yoga. Kendra Scott will remain on board as executive chair and chief visionary officer.
SurveysJan 09, 2026
U.S. Holiday Retail Sales Up 4%, Visa, Mastercard SayThe credit card companies’ surveys examined where consumers shopped, what they bought, and what they valued this holiday season.
AuctionsJan 09, 2026
Christie’s Names New Global Managing Director for LuxuryKimberly Miller has been promoted to the role.
CollectionsJan 09, 2026
Piece of the Week: Lionheart’s ‘Serenity’ Opal CharmThe “Serenity” charm set with 13 opals is a modern amulet offering protection, guidance, and intention, the brand said.
CollectionsJan 08, 2026
Pandora’s New ‘Bridgerton’ Jewels Celebrate Bees, Bows, and Blooms“Bridgerton” actresses Hannah Dodd and Claudia Jessie star in the brand’s “Rules to Love By” campaign.
Events & AwardsJan 08, 2026
Ana Khouri To Receive 2026 Gem Award for High Jewelry ExcellenceFounded by jeweler and sculptor Ana Khouri, the brand is “expanding the boundaries of what high jewelry can be.”
TrendsJan 08, 2026
Stuller’s Color of the Year Is a Stark Contrast to Pantone’s WhiteThe jewelry manufacturer and supplier is going with a fiery shade it says symbolizes power and transformation.
CollectionsJan 08, 2026
Gracie Abrams To Front New Chanel Jewelry CampaignThe singer-songwriter will make her debut as the French luxury brand’s new ambassador in a campaign for its “Coco Crush” jewelry line.
MajorsJan 08, 2026
Diamond Council of America Names New Board DirectorsThe nonprofit’s new president and CEO, Annie Doresca, also began her role this month.
ColumnistsJan 07, 2026
Peter Smith: Physical Retail—The Beginning or the End?As the shopping mall model evolves and online retail grows, Smith shares his predictions for the future of physical stores.
Events & AwardsJan 07, 2026
Melee Adds 13 New Designers to NYC ShowThe trade show is slated for Jan. 31-Feb. 2 at The Lighthouse in New York City's Chelsea neighborhood.
TrendsJan 07, 2026
Amanda’s Style File: Go for GarnetJanuary’s birthstone comes in a rainbow of colors, from the traditional red to orange, purple, and green.
SourcingJan 07, 2026
Diamonds Do Good Releases 2025 Impact ReportThe annual report highlights how it supported communities in areas where natural diamonds are mined, crafted, and sold.
CrimeJan 06, 2026
2 Jewelers Arrested After TraxNYC Diamond District BrawlFootage of a fight breaking out in the NYC Diamond District was viewed millions of times on Instagram and Facebook.
MajorsJan 06, 2026
Rio Grande Says These Are the Top Personalization Tools for 2026The supplier has a curated list of must-have tools for jewelers doing in-house custom work this year.
MajorsJan 06, 2026
Zales Tests Out A New LookThe Signet Jewelers-owned store, which turned 100 last year, calls its new concept stores “The Edit.”
MajorsJan 06, 2026
LeachGarner Appoints New Director of SalesLinda Coutu is rejoining the precious metals provider as its director of sales.
