WHY IT IS TRUE: A man walks into the store and exclaims, “I’m looking for an engagement ring.” Your quick response is something like, “What did you have in mind?” This statement will cause the customer to focus on the financial investment instead of the meaning behind the purchase.

PLAN OF ACTION: Instead ask, “How do you plan to propose?” Remind him that this is one of the most important days in her life and share some successful proposal stories. Now he is no longer focused on the investment but rather the meaning behind the event. 

Source: David W. Richardson CSP, Jewelry Sales Training International


This article originally appeared in the December 2017 edition of INSTORE.