“I’m glad you researched this; it’s going to make my job easier.”
When to say it? To the customer who says “I saw it on the Internet for less.”
Why say it? It’s a compliment and re-establishes your ground as the expert. Go on to inform your customer that each of your diamonds has been personally selected, and that each has to meet strict tolerances. Remind them further that diamond buyers purchase based on beauty, not lab report criteria — that two diamonds with similar characteristics can appear totally different to the naked eye.
Source: Shane Decker
This article originally appeared in the September 2018 edition of INSTORE.
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