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 strategy.

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

When we have now a jewellery lover in entrance of us, we aren’t making an attempt to get something from them. Ideally, what we’re doing is giving. The truth is, the phrase promote comes from the Outdated English phrase “sellan,” which suggests “to provide.” A consultative gross sales strategy means giving your purchasers time, consideration, and schooling — and that’s particularly necessary in terms of the sale of coloured gems the place there may be a lot to think about.

Think about {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’ve got any questions on it.” On this case, the discuss is all concerning the jewellery with no real interest in the consumer (who now has all of the duty to flag down assist ought to they want it, by the way in which).

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

Understanding key particulars about your consumer can go a good distance in figuring out the suitable match and constructing belief. These embody the rationale for his or her buy, any sentimental attachments they should specific gems, their life-style, wardrobe, occupation, and hobbies.

Commercial

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