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Diamond Sales Tips from Jewelry Experts
Some of the most knowledgable jewelry salespeople in the country congregated recently in central Florida to sell old jewelry inventory at the premiere of the Presige Jewelers Vault Inventory Liquidation show. The show was held for a period of 3 days in Orlando, Fla, in mid October 2004. The ballroom was packed with great fashion jewelry deals for both consumers and jewelers alike. The show also turned up the following sales tips:
* Always under-promise and over-deliver. If you promise designer jewelry items for Tuesday, have it ready on Monday.
Source: Weston Jewelers, Weston, Fla.
* Arrange jewelry pieces in sets so that consumers can visualize jewelry items on themselves. This also makes it easier to up-sell items Source: Moyer Fine Jewelers, Carmel, Ind.
* Never Judge Clients by their looks. Customers' purchases might surprise you. Source: Weston Jewelers, Weston, Fla.
* Know your customer. If you sell a diamond bracelet as a Christmas gift to a man whose wife hates bracelets, he'll be back in January to return the piece.
Source: James Free Jewelers, Dayton, Ohio.
* Listen to your customer. If a diamond or jewelry customer says, "I never wear white gold," don't pull out the platinum jewelry. Observe their style, the colors they wear, etc.
Source: Shreve, Crump, & Low Jewelers, Richmond, VA.
* Know when to stop selling. Customers generally indicate when the next contact should be. You also don't want to confuse your customer by "adding on" too much to the sale.
Source: Sidney Krandall & Sons, Troy, Mich.
* Present it, present it, present it! Observe what the customer is already wearing and suggest pieces.
Source: Susan Robinson Jewelry, Tyler, Texas.
* Remember what you've already sold to a customer. That makes it easy to sell pieces that complement the others.
Source: James Free Jewelers, Dayton, Ohio.
* Get jewelry pieces onto customers. Sales are easier once shoppers see themselves in the jewelry merchandise.
Source: Gold & Roses, Stockton, Calif.
* Smile! Buying jewelry is a happy occasion.
Source: Little Switzerland, Boca, FL.
* Location, location, location. Secure a good location for your jewelry store.
Source: George Walton's Gold and diamond
Co., Anchorage Alaska.
* Connect first, sell second. Make friends and care about your diamond customers; ask questions and be sincerely interested in the responses. Relate to shoppers so they are comfortable and open to what you are selling.
Source: Fire & Ice, Juneau, Alaska
* "Shut up" at the end of the sale. Listen twice as much as you speak.
Source: R.F. Moeller Jeweler, St. Paul, Minn.
* Always be closing. Perform suggestive trial closes throughout the sales pitch and ask for the sale at the end.
Source: Barry Peterson Jewelers, Ketchum,
Idaho.
* Know your market. Offer the right jewelry product for the right individual coming into the store.
Source: Tivols, Kansas City, MO.
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Comments
As a consumer, the comments above make my skin crawl. Ew.
Posted by: Natalie Barker on March 7, 2008 4:12 AM