Behind every great man is a woman rolling her eyes. Jim Carey - PDF document

​ ​ Notes & Discussion #158 Your Diamond Presentation My Visit to the Mall I was upgrading my wife’s diamond from a one carat to a two carat. 1. First thing they showed me was the Tolkowsky Diamond 2. Next thing was the Leo Diamond 3. I had to ask for their “C” Diamond and it was I2 4. Never discussed price until I asked 5. All diamonds were mounted 6. Told me about their warranty 7. Talked a lot of shop talk 8. No loose diamonds were shown What I would have done different 1. She didn’t have a name tag on or introduce herself ­ I would have 2. She did not use a counter pad or tray ­ I would have 3. She went right to diamond characteristics ­ No Romance, No get­to­know­you. What I liked about it 1. She didn’t force me into a presentation. 2. She brought in a buddy for the team sell or possible turnover 3. She showed the good stuff first Our goal is to be different ­ give a better experience. Here’s my advice based upon the visit. 1. Make it about the event.​ What’s important to you (her) in a diamond? & How were you planning on giving it? 2. Handle and show your diamonds and semi­mounts respectfully. Tray, tweezers, cloths. 3. Discus cut cut cut cut cut. When you discuss cut, you empower the customer to make their own decision. 4. Diamond in cloth, table down, grab in plunger and hand to customer with movement. 5. Romance words like fire, scintillation, explosion. 7. REMEMBER to close all the way through the sale.

​ ​ Notes & Discussion 8. “It looks like you’ve found your diamond.” 9. Give presentations to each other 10. Remember to give them the information they want and only what they want. “Behind every great man is a woman rolling her eyes.” ​ Jim Carey

​ ​ Notes & Discussion #158 Your Diamond Presentation 1. List as many words as you can to describe the beauty of a diamond. 2. Which do you find easier to sell, Semi­mount and loose or mounted and ready to go? 3. Have a discussion with the team about how your diamonds are displayed, why their displayed that way and selling already mounted vs loose. Signature: ___________________________________________________________