Whether you’re calming the jittery gentleman in seat 13B or selling a diamond ring to a hesitant customer, an empathetic approach is best.

Peter Smith

Ahead of the holiday season, Smith delves into the often subconscious reasons people buy luxury products for themselves or their loved ones.

Peter Smith

Smith addresses fears about a plateaued market with a reminder that retailers who do it right always will have room to grow.

Peter Smith

In his latest column, Smith shares multiple reasons why people who look at the glass as being hall full often make better salespeople.

Peter Smith

From prioritizing “big rocks” to practicing transparency, Peter Smith explores what it takes to be an effective leader.

Peter Smith

Fresh off Jewelry Market Week 2024, Peter Smith separates the positive—retail and product innovation—from the positively annoying.

Peter Smith

Why do so many jewelers keep lines that are not selling? Peter Smith thinks the answer lies in these two behavioral principles.

Peter Smith

Peter Smith shares advice from independent jewelers who used losing this cornerstone brand as a catalyst for reinvention.

Peter Smith

Peter Smith is optimistic, particularly for jewelers who do these three things well.

Peter Smith

Peter Smith has picked a dozen of his favorite expressions to help readers start the new year off right.

Peter Smith

From showing three items to asking the big question, Peter Smith gives tips for promoting a positive sales atmosphere this holiday season.

Peter Smith

Does having salespeople take turns waiting on customers make sense for jewelers, their employees, or their customers? Peter Smith opines.

Peter Smith

Peter Smith mines the psychology of disgust for insight on the messages we communicate through body language.

Peter Smith

Peter Smith can’t understand why retailers don’t want to know when people are coming into their store and if they are buying.

Peter Smith

When something goes wrong, fix the problem instead of blaming your employer or a fellow employee, Peter Smith writes.

Peter Smith

Many times, customers walk away without buying because of this one thing salespeople neglect to do, Peter Smith writes.

Peter Smith

When it comes to pricing jewelry repairs, you should start by asking a simple question about the piece at hand, Peter Smith writes.

Peter Smith

Peter Smith shares some misconceptions about consumers as well as his belief that product information should be treated like a condiment.

Peter Smith

With jewelry sales coming down from their pandemic highs, retailers need to do all they can to retain existing customers, Peter Smith says.

Peter Smith

A friendly encounter in an airport reminded Peter Smith why the core reasons for visiting physical stores will never change.

Peter Smith

Peter Smith understands retailers’ issues with brands but, he argues, brands work. Here’s why.

Peter Smith

It begins with a “t” and ends with a “c” and is imbued with warmth and positivity, Peter Smith writes.

Peter Smith

Columnist Peter Smith outlines the questions business owners need to ask themselves regardless of how aggressive their 2023 sales goals are.

Peter Smith

Thinking about your sales approach and implementing subtle changes can make a big difference in effectiveness, Peter Smith writes.

Peter Smith

Price is a number written on a tag while value is how good a customer feels when they leave your store, Peter Smith writes.

Peter Smith