Have a Counter Pad Within Reach for Every Presentation

Use the right tools to make the sale: All your salespeople should have counter pads within arm’s reach.

I can’t tell you the number of stores I walk into where I don’t see a counter pad anywhere in the store. There are many stores that have two or three counter pads, but not within easy reach of the salesperson making an expensive sale at the diamond counter. 

Counter pads should be placed strategically on the counter within one or two steps of the salesperson making the sale. 

Always place the counter pad on the counter before taking the merchandise from the case. Bring the merchandise out and in a careful, loving manner place it on the counter pad. Slide the pad toward the customer so the jewelry piece is easy for them to see and pick up. By sliding the counter pad toward the customer you also block their view of other merchandise in the case, forcing them to focus only on the piece being displayed. 

You would never set a stone without having the proper tools at your fingertips. Likewise, you should never sell a stone without having the proper tools available.