Ever wonder why your jewelry sales professionals discount your fine jewelry? Brace yourself for some tough love here. The truth is if your fine jewelry store has to substantially discount to sell it is because your sales team doesn’t believe in your pricing and aren’t trained properly to overcome the price objection.   Why do members […]

To understand how to overcome price objections, you first have to realize that you, as a trained jewelry sales professional, cannot overcome a client’s price objection. Shock and awe has now griped you, I can feel it. Please put your over priced, self-help selling book down, and slowly step away from the ledge. Allow me to […]

When does tossing away margin due to poor negotiating turns your jewelry into a mere Internet commodity? The answer:  When your associates negotiate poorly. In fact, poor negotiating transforms your clients into price-obsessed “bottom feeders”, and leaves them dissatisfied even though you’ve sold them the finest jewelry at the lowest possible price.   Customers aren’t born expecting to […]