COLORED GEMSTONES HAVE been lighting up the engagement tales of A-list celebrities week by week and are promoting large at premiere luxurious auctions across the globe. It’s clear to see that coloured gem stones are a favourite among the many rising prosperous class — and that’s excellent news for the high-end jewelers who serve them with a consultative gross sales method.

Whereas conventional gross sales strategies typically really feel like attempting to persuade somebody to purchase, this pondering is backward.

When now we have a jewellery lover in entrance of us, we aren’t attempting to get something from them. Ideally, what we’re doing is giving. Actually, the phrase promote comes from the Outdated English phrase “sellan,” which suggests “to provide.” A consultative gross sales method means giving your shoppers time, consideration, and training — and that’s particularly necessary relating to the sale of coloured gems the place there’s a lot to think about.

Take into account {that a} conventional gross sales dialog isn’t a lot of a dialog in any respect: “That’s a gorgeous ruby engagement ring that you simply’re . Let me know when you have any questions on it.” On this case, the speak is all in regards to the jewellery with no real interest in the shopper (who now has all of the duty to flag down assist ought to they want it, by the best way).

Against this, a consultative gross sales dialog is all in regards to the shopper, even whenever you’re speaking in regards to the jewellery. It’ll typically sound one thing like this: “You’ve beautiful style along with your eye on that sapphire engagement ring. Sapphires are extraordinarily hardy and are available in a rainbow of colours so we are able to discover a excellent on a regular basis ring that’s customized to her tastes. Inform me, how did you meet your soon-to-be fiancé?”

Understanding key particulars about your shopper can go a great distance in figuring out the precise match and constructing belief. These embrace the rationale for his or her buy, any sentimental attachments they should explicit gems, their life-style, wardrobe, occupation, and hobbies.

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Talking to those subtleties and providing steering on the best way to choose a stone for its hardiness, vibrance, and readability could make an enormous distinction in creating your relationship with shoppers. Being there to your shoppers as a trusted advisor and real pal will make it simple for them to say sure to the sale and ship all their family and friends your manner when it’s time to purchase treasured coloured gem stones.