“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.      

This story is tagged under:

SPONSORED VIDEO

How to Put the Profit Back in Your Diamond Business

Green Bay, Wisconsin retailer Brian Rouse, owner of Bay Area Diamond Company, explains how the superior quality of Pure Grown Diamonds expanded his business and increased his profits.

 


Promoted Headlines

This story is tagged under: