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Readers Share Their Thoughts on Salespeople, Lab-Grown Diamonds, CAD Design and More

Plus, one reader ran into another at a trade show and recognized her from an INSTORE article.




  • Our store, as a whole, loved the May lead story. It reiterated messages some of our salespeople weren’t “getting” and even our most seasoned salesperson (30-plus years) could take new information and put it into practice. — Beth Greene, Conti Jewelers, Binghamton, NY
  • The May lead story was excellent. Our main issue is personnel. Finding a work force is a struggle. — Gene, John and Krista Poole, Hudson-Poole Jewelers, Tuscaloosa, AL
  • Among my favorite things that jewelry salespeople should know, my top favorite is “to stop talking.” Too often salespeople talk past the sale. — Tracy Gibson, Studio D Jewelers, Woodstock, IL
  • I loved this story. I pulled it out and have it posted in our staff room. Thank goodness we are doing most of these already. Very self-affirming that we are on the right path. — Karen Hollis, K. Hollis Jewelers, Batavia, IL
  • Just a great article. It’s been saved and printed out for continued future reference around here! — Mark Clodius, Clodius & Co. Jewelers, Rockford, IL
  • Salespeople are also therapists. We have to learn to listen to the customers’ long-winded personal stories and show empathy to their situations to further gain trust and loyalty. Even if it means crying with them and offering positive affirmations while discussing how to repurpose their wedding rings. — Rebecca Larson, Barry Peterson Jewelers, Ketchum, ID
  • Never judge someone by how they dress. I had someone in last month that looked like they were homeless and spent $10,000 cash on jewelry. — William Nordstrom, William Nordstrom Jewelers, Menomonee Falls, WI
  • I recently had an interesting comment from a client who was considering the purchase of a lab-grown diamond. He found it fascinating (and maybe ironic) that the lab growers are striving toward being totally carbon neutral in their production while at the same time that production is to grow carbon. — Alex Weil, Martin’s Jewelry, Torrance, CA
  • So glad to see education modules from Natural Diamond Council, GIA, and other sources. It makes for a great training session and not having to listen to the boss! — Susan Eisen, Susan Eisen Fine Jewelry & Watches, El Paso, TX
  • I read the story in a previous issue about a store owner in Montana [Babs Noelle] having a “Divorce Sale” and her marketing on it. Then I actually met her in Vegas at Couture while visiting with a mutual vendor. I recognized her store from the story and said, “You’re the divorce sale lady!” She thought it was great. — Marc Majors, Sam L. Majors, Midland, TX

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She Wanted to Spend More Time with Her Kids. She Called Wilkerson.

Your children are precious. More precious than gold? Absolutely! Just ask Lesley Ann Davis, owner of Lesley Ann Jewels, an independent jewelry store that — until the end of 2023 — had quite a following in Houston, Texas. To spend more time with her four sons, all in high school, she decided to close her store. Luckily, she was familiar with Wilkerson and called them as soon as she knew she wanted to move on to bigger, better and more family-focused things. Was she happy with her decision? Yes, she was. Says Davis, “Any owner looking to make that life change, looking to retire, looking to close, looking for a pause in their career, I would recommend Wilkerson. Hands down!”

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