EVERY STORE and every salesperson is different, but some aspects of the jewelry business are universal. We suspect most INSTORE readers will agree with the bulk of the suggestions on this list (especially since the bulk of them came from INSTORE readers). No single salesperson will avoid all 100 of these “don’ts” every single day, but what matters is that they give you something to strive for. So read them, post them in the break room, breathe them, live them. Your customers — not to mention your coworkers and boss — will thank you.
1. Do not take longer than 5-10 seconds to greet a customer when they enter the store.
2. Do not greet the customer with “May I help you?” They’ll say, “I’m just looking.”
3. Do not greet the customer with “Are you looking for something special today?” They are. That’s why they’re in a jewelry store. Use an open-ended question: “What brings you in here today?”; “Where would you like to get started?”
4. Never write off a customer based on how they’re dressed.
5. Never ask a customer what their budget is.
6. Do not ask if you can show them something. Just show them.
7. Do not point or say, “Over there” when a customer asks where the engagement rings/pearls/designer cufflinks are. Walk them over to the case and take something out.
8. Do not ask a customer if they’re looking for white or yellow gold. That eliminates a chunk of inventory before they’ve even seen it.
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9. Do not show them a lower-priced item first.
10. Do not ignore either half of a couple.
11. Do not treat customers differently from day to day. If you offered them coffee yesterday, offer them coffee today and tomorrow.
12. Don’t be pushy. Never give up immediately, but don’t make the customer uncomfortable either.
13. Do not go into a “selling” mode that is different from your normal personality. Have a natural conversation.
14. Never criticize a person’s taste in jewelry.
15. Never refer to a stone as “small” or of “poor” quality. You don’t know if the customer has a stone like that at home.
16. Do not interrupt a customer.
17. Do not one-up a customer’s story.
18. Never use profanity on the sales floor, regardless of the customer’s own language.
19. Don’t expect the jewelry to sell itself. Justify your existence.
20. Don’t tell a customer to “Take a look around” and leave them on their own.
21. But do not hover over a customer who has asked or signaled clearly that they wish to be left alone to browse.
22. Do not walk away from a customer you’ve started working with. Have a free coworker bring you anything you need.
23. Do not leave a piece of jewelry in the case when someone asks about it.
26. Do not start talking about a piece of jewelry and leave it in the case.
27. Do not show a piece of jewelry until you’ve learned a customer’s name and a little bit about why they’re in your store.
28. Do not put your fingers all over a piece of jewelry before handing it to a client.
29. Never take out more than one or two pieces at a time.
30. Do not guess a woman’s ring size. When you hand her the sizer, go a little larger than you suspect. She’ll feel better having to go down than having to go up.
31. Do not make a customer feel uncomfortable asking for the price.
33. Never steer a customer away from what they’re asking for just because you’d like to sell something else. Show them what they want to see.
34. Never inflate the price just so you can discount it later.
35. Do not rely on discounts to make sales. It’s lazy.
36. Do not offer a discount after another sales associate has already quoted a price.
38. Never let the price be the last thing you mention. Try something like: “It’s $395. Isn’t that oxidized silver such a striking look?”
39. Do not misrepresent a piece of jewelry, or exaggerate to make it sound more impressive.
40. Do not stop selling before the customer is ready to stop buying.
41. But do not keep offering suggestions when a customer has made up their mind. If they’ve found a ring they’re ready to buy, don’t keep showing more rings.
42. In the course of conversation, never bring up other, non-jewelry gift possibilities or expenses that could compete with your sale.
43. Do not talk a customer out of buying a more expensive piece of jewelry.
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44. Never assume a customer is after only what they came in for. Simple battery replacements have turned into five-digit sales because the salesperson took a shot instead of letting the client aimlessly stand around waiting.
45. Don’t give up. If nothing you have in the case is what the customer wants, bring out some catalogs or get a quote from a supplier for a special order.
46. If you really can’t get what a customer wants, don’t give up then either. If they’re set on a certain line you don’t carry, advise them on where to go, and even call that store to see if they’ve got the item. The client will remember you.
47. Don’t forget to ask for a cellphone number, email address or other contact info. Ask for it in a natural way: “Can I email you, so you’ve got my information handy in case you have questions?”
48. Do not talk too much. The customer did not come in to hear about your kids or your mom or whatever. Shut up and listen.
49. Do not ever ask, “When are you due?” unless a woman has made it clear she is pregnant.
50. Never bring up a customer’s ex, especially when you’re selling something for their new partner.
51. Never text while you’re on the sales floor. Leave your cell phone on your desk or in your coat.
52. Do not use the phone in front of a customer if the call isn’t business-related.
54. Never, ever answer the phone while you’re already waiting on someone in person. People hate that. If you’re on the phone when someone walks in, end the call within 15 seconds.
55. If you are in the middle of another task when a customer comes in, do not complete it while they stand there twiddling their thumbs.
56. Do not start an unrelated conversation with a coworker while a customer is waiting. It makes the customer feel like a third wheel.
57. Never chew gum on the sales floor. Don’t use a toothpick either. And never pick your nose (especially with a toothpick).
61. Never bad-mouth another customer.
62. Do not neglect your personal appearance. You sell luxury goods. Also remember: In this business, people look at your hands — hands and nails matter for men and women.
63. Do not wear a piece of jewelry on the sales floor if the store doesn’t carry that line. That’s like hanging up an ad for something you don’t sell.
64. Unless you already have a relationship, don’t call a customer at home or work to make a sale.
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65. Do not lean on anything. Stand up straight.
66. Do not yell across the showroom.
67. Do not refer to customers as “you guys.” Just plain “you” is sufficiently plural.
68. Never guess. If you don’t know something about a stone or metal, a store policy, or a repair, admit it. Then find out the answer.
69. Don’t get too technical when selling. Few customers are fascinated by the mechanics of jewelry design. Focus on the benefits that technical features convey.
71. Never say, “No problem.” The phrase you’re looking for is “You’re welcome.”
72. Never complain about anything. When you’re on the floor, Life is Perfect.
73. Do not tell customers that sales have been slow, even if they have.
74. Never bad-mouth a competing jeweler, even if the customer is complaining about them.
75. Do not turn a customer over to another associate just because a “better” prospect has walked in.
76. Never underestimate how long it will take to finish a job or get something in. Pad your timeline; when it comes in sooner, they’ll be thrilled.
77. Never sell jewelry as an investment. You’re making a promise you can’t keep.
78. Do not take in a repair without making clear, in writing — and with a picture if possible — exactly what is to be done. If additional charges pop up, call before proceeding.
79. Do not hand back a completed repair without looking it over in the customer’s presence. If there are still issues to address, both of you want to know before they walk out the door.
80. Do not ignore younger customers. The 12-year-old spending $25 today might be back for an engagement ring in 10 years.
81. Do not give customers paying cash 96 cents in change. What is this, a gas station? Round up.
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82. Do not suddenly turn on the charm when you’re closing a sale. People will notice, and it will offend them.
83. Never tell a customer the store will be closing, to hint that they should hurry up and leave.
84. Never leave the sales floor if you’re the only one on it.
85. Never leave a showcase unsecured when you’re finished with it. And don’t leave your keys out.
86. Do not abide fingerprints or smudges on the showcases. If you’re free, wipe them down immediately.
88. Do not ask a woman if she likes the jewelry her husband bought her. It might not have been for her.
89. In fact, don’t bring up purchases with anyone except the purchaser. You don’t know whom it’s really for, or if it’s supposed to be a surprise.
90. To that end, do not leave voice or email messages that could spoil a surprise. Simply leave your name and number, and ask for a call back.
91. Do not forget to thank customers with a note or call. It’s not just polite; it’s your chance to do damage control if something went wrong.
92. Do not fail to keep good records. There are husbands and boyfriends out there who will love you for knowing what their ladies want.
93. Never forget to offer to gift-wrap a purchase.
94. Don’t be afraid to hop in the car and hand-deliver an item. That’s something customers tell their friends about.
95. Do not inconvenience a customer. If there’s a way to make their life easier, don’t dismiss it just because it’s not usually done.
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96. Do not place blame. It doesn’t matter if it’s the goldsmith’s fault, or the supplier’s, or yours. Just fix it.
97. Never forget that some things are more important than money. Where death or other serious grief is involved, don’t be a stickler over store policy.
98. Never insult a customer or act as if they don’t belong in your store.
99. Never, ever, ever lie to a customer. Or to your boss or fellow employees, for that matter.
100. Do not read while you’re on the sales floor. Not even high-quality literature like In Search of Lost Time or Anna Karenina or INSTORE. (Oops! OK, put it down beginning … now!)
