5 More Jewelry Selling Tricks

Trick #6:

NUMBER TRICKS: People will spend more money for dinner at a restaurant named Adams 87 than Adams 17 People will pay more for a box of Belgium Chocolate if they 1st write down a high number like 90 vs a low number like 12. Seeing big numbers makes our brains think big. This is why Costco puts their most expensive items like jewelry and TVs in the front. Once you see a $1500 TV $12 does not seem like a lot to spend on cheese. $99 is better than $100, or even $95! Research from Quantitative Marketing and Economics found that putting a "9" at the end of a price really does work. A $39 item outsold the same product priced at $34 by almost 24%. Crazy.

Trick #7:

SAY THE PRICE EARLY IN YOUR PRESENTATION: Why? Because they are not listening. All they are thinking is "how much?" "that's nice but how much?" "would she/he shut up and just tell me how much?" f you say the price early, everything you say after ads value to it. By saying the price early it shows you are not ashamed or scared of the price. It shows you have faith in your pricing.

Trick #8:

Do not suggest that your customers should shop around. Research from Stanford shows that DECREASES your customer's TRUST in you.

Trick #9:

TRICK FAMILIARITY RELAXES PEOPLE: When I sold diamonds on the road, I used to walk into stores holding a Starbucks cup. Why? I have no proof of this, but my idea was if the store owner saw something FAMILIAR, they would feel more comfortable with me. We like things we know. Similarly when I worked in a retail store, I would often approach a stand off customer by placing a tissue box near them. I would say a quick, "I'm available if you need anything". Why? Because some people get defensive if they are approached to fast. Studies have shown that customer's who were asked 'May I help you?" INSTINCTIVELY said 'no' even if they needed help! it's just a gut reaction we do. If you are cleaning the glass or replacing a tissue box, you become less threatening and people warm up to you.

Trick #10:

Achieving Your Goal: This trick is simple but has proven to double results. You need a TRIGGER. If you say “I will loose 5 lbs by summer” you are half as likely to do it than if you said. “when I feels like sweets, I will make myself a cup of tea” or “if I have a craving for snacks, I will chew gum” …If/When works. The CUE triggers the actions. In one study epilepsy suffers were 35% more likely to take a pill when they used if/when. Such as “when I brush my teeth, then ill take my pill” – Pre-suasion by Robert Cialdini