JEWELRY TRAINING

Romance Your Jewelry Customers ...and eliminate many price objections!

Customers tend to focus on logical reasons to make a purchase, such as price and quality, but the driving force behind their decision often lies in emotional reasons.

Incorporating romantic and descriptive words into your presentation will encourage your customers to focus on the gift, the recipient, and the occasion, rather than focusing on the cost.

When you use descriptive terms combined with talking about the occasion and the recipient, you are focusing on Benefits and customers become emotionally involved and price becomes secondary.

When you only speak in terms of Features, such as 10k & 14k gold, your customer will focus on the item and the price and will shop around to find the best price.

Say something like “How thrilled will she be when you put this Classic Past, Present, and Future Anniversary ring on her hand this Valentine’s Day?”

Even though it’s Valentine’s Day, make sure to ask for the reason they are shopping and who they are shopping for since they may be shopping for a Birthday, Anniversary, Quinceanera, etc. They may be making a jewelry purchase for status or prestige or just to treat themselves.

Whatever the occasion, use descriptive terms in your sales presentation to appeal to your customers emotions, you will get fewer objections, and close more sales!

Awesome Becoming Breathtaking Brilliant Captivating Charming Classic Contemporary Cool Dazzling Delicate Elegant Exceptional Exciting Exquisite Extraordinary Eye-catching Fire Fabulous Gorgeous Graceful Handsome Impressive Lustrous Magnificent Memorable One-of-a-Kind Prestigious Radiant Rare Rich Smashing Spectacular Stunning Stylish Tasteful Timeless Traditional Unique Unusual Vibrant

Greg Weiss

Director of Jewelry Operations

JEWELRY TRAINING

Put It On and Make More Sales

All Retail Studies show that when customers touch, hold and wear items they are considering purchasing, they are far more likely to buy it.

When showing a bracelet to a customer, always open it and hold it near their wrist to put it on them; it is natural for the customer to move their wrist closer to you when you do this.

When showing a chain, don’t ask them to try on; say something like… ”Here, try this on. It’ll look great on you!” Then get the counter mirror so the customer can see it on themselves.

If a man is shopping for a female, get one of our female Team Members to “model” it for them, so they can picture it on the recipient.

Using these types of techniques will increase the customers emotional attachment, makes their shopping experience more fun, and absolutely increases the odds that they will buy the item!

Now go put some jewelry on your customers and make more sales!

Greg Weiss

Director of Jewelry Operations