Sales Meeting (Feb 9-15): 10 Value-Added Statements That Justify Any Price

INTRODUCTION: Many sales trainers suggest holding sales meetings on Tuesdays or Fridays, but your store’s reality will obviously determine the best time for your meetings. Your weekly meeting can last 30 minutes, 45 minutes or 60 minutes.

Week 6 (Feb 9-15): 10 Value-Added Statements That Justify Any Price

OPENING SEQUENCE (5-7 minutes)

Minutes 1-2: Recognition & Praise

• Start with specific wins from yesterday/this week
• Point out behaviors you want repeated
• Examples: “Sarah’s perfect use of the T.O. technique” or “Mike’s follow-up that brought a $5,000 sale”
• Make it sincere and specific

Minutes 3-4: Numbers Check & Store Updates

• Yesterday’s sales highlights (what sold, who sold it)
• Today’s appointments and special situations
• Rush repairs ready for pickup
• Items no longer in cases
• Quick progress check on weekly/monthly goals
• This week’s spiff

Minutes 5-7: Team Connection

• Inspirational quote (rotate who selects)
• Check current gold prices (market awareness)
• Any personal celebrations to acknowledge
• Set positive energy for the day

CORE TRAINING SECTION (20-45 minutes)

FEATURED SUBJECT

10 Value-Added Statements That Justify Any Price

See approach for 30-minute meeting and 60-minute meeting.

Shane’s Philosophy:

• “If your client doesn’t believe in the price, it’s going to be hard to close the sale. Value-added statement salesmanship makes perceived value go up and price objections go down.”

The 10 Essential Value-Added Statements:

• 1. Rarity Statement: “It takes 1 million diamonds mined to get a 1-carat gem-quality diamond. That’s one thousand piles with a thousand diamonds in each pile.”
• 2. Earth Movement: “They can remove as much as 250 tons of earth’s crust simply to find a 1-carat diamond. For a 2-carat, some estimates say it’s five times that amount – 1,250 tons.”
• 3. Platinum Scarcity: “Here’s something most people don’t know: platinum is so rare that miners move 10 tons of rock to extract a single ounce. When you wear platinum, you’re wearing something the earth really didn’t want to give up.”
• 4. Handcrafted Excellence: “Some timepieces take a full year to build completely by hand by master craftsmen.”
• 5. Generational Value: “Diamonds are worn 24 hours a day, 7 days a week for a lifetime and passed down to the next generation. What else can you say that about?”
• 6. Newest Old Thing: “The newest mined diamonds are still 1 billion years old, formed under perfect conditions of heat and pressure.”
• 7. Daily Cost Breakdown: “If she’s 30 and lives to 90, that’s just a few hundred dollars per year, or cents per day for something she’ll never take off.”
• 8. Quality Over Price Memory: “You’ll forget about the price, but she’ll have to live with the quality forever.”
• 9. Silent Statement: “When you place a diamond ring on her left hand, you don’t have to say a word – it will do the talking for you.”
• 10. Investment in Love: “It’s OK to spend the money. Your only regret will be that you didn’t do this sooner.”

What Your Price Represents (12 Points):

• Integrity on the tag
• Quality of product
• Craftsmanship
• Platinum, gold and silver
• Diamonds and lab reports
• Service, pre-sizing, clean and polish, diamond setting
• Design and fabrication
• Guarantees, warranties and trade-in policies
• Integrity of brand
• Professional team, well-trained staff and service
• GIA-trained selling
• Fair pricing to everybody

Practice Elements:

• Each person memorizes 2 value statements perfectly
• Role-play weaving statements naturally into presentations
• Practice responding to “That’s expensive” with value, not discounts
• Create brand-specific value statements for your top 5 brands

CLOSING SEQUENCE (5-8 minutes)

Action Planning

• Review “wow” opportunities for the day
• Assign follow-up calls
• Preview upcoming store events
• Set individual daily goals
• Quick round: “What’s one thing you’ll implement today?”

Team Member Presentation ALTERNATE WEEKS

• 5-minute presentation by assigned staff
• Topics can include:
  • Book Report: 5-10 key takeaways from a business book
  • Customer Experience Report: What other retailers do well
  • Mystery Shop Report: Insights from visiting competitors
  • Learning Summary: Online course or training completed

FINAL MINUTE

• Restate the main learning point
• Team energy boost (high-five, cheer, or affirmation)
• “Let’s make today count!”
• Open doors ready to excel