What are some good ideas to sell jewelry well?

Jewelry sales is an art, and salespersons play a vital role in the entire sale. After a jewelry company did a lot of advertising in the media, the manager said to the salesperson: “My task is to invite customers, and I will leave the rest to you.” That is to say, for jewelry products, , the main role of advertising is to attract more customers, but the key to whether customers can buy satisfactory jewelry depends on the work of the salesperson.

Jewelry Sales Skills

1. Be prepared to welcome customers in a good mental state.

Selling jewelry has less traffic than other products, and jewelry salespersons often have to wait very boringly. If it is a professional store, the salesperson should be given a good environment and atmosphere, such as playing some light music and some professional magazines. There is no need to stand upright for a long time when customers have not entered the store. When a customer enters or prepares to enter the store, immediately stand up politely and greet the customer with a smile. You can also give a certain greeting, such as “Hello”! “welcome”. 

If it is a comprehensive shopping mall, salespersons should always be ready to receive customers. When a customer passes by your counter, you should try your best to draw the customer’s attention to your counter, such as using a magnifying glass to observe diamonds, taking out a product to try on, etc. This may cause the customer to feel resentful. The interest in your counter is actually a small advertisement.

2. Receive customers in a timely manner.

When customers approach your counter, you should look at them with a smile and greet them, but you should not approach them too early. You should try your best to create a relaxed shopping environment for them. When a customer stops at a certain counter and pays attention to a certain piece of jewelry, you should approach the customer lightly. It is recommended not to stand directly in front of the customer. The best position is in front of the customer, which not only reduces the pressure that may be caused when facing each other, but also facilitates customer conversation. 

Because speaking from the side is much more labor-saving than when the customer raises his head to talk to you face to face, and you also respect the customer. In addition, the salesperson can also persuade the customer to try it on, which requires giving the customer a message that it is difficult to choose suitable jewelry without wearing it. At the same time, it also needs to dispel the customer’s fear that they may be looked down upon if they don’t buy it after trying it on, so that they can let you wear it without any worries. Take out the jewelry.

3. Fully display jewelry.

Since most customers lack knowledge about jewelry, it is very important for salespersons to display jewelry. When a customer asks for a piece of jewelry, many salespersons will mechanically open the counter, take it out, and then hand it to the customer to compliment the style individually. In fact, when you start to take out diamond jewelry, you should first describe the cut of the diamond, and you should keep swinging the diamond jewelry with your hands and mouth. You should basically finish the description before handing it to the customer. 

In this way, the customer is likely to It will imitate your movements to observe the diamond and ask some questions, and the salesperson can answer them. Such questions and answers are the salesperson’s skills in displaying jewelry. Don’t just limit yourself to your own description, which can easily lead to a boring feeling. When customers are spoiled for choice when choosing styles, the salesperson should promptly recommend two pieces of jewelry with a greater contrast in styles and the customer chooses the jewelry that has been observed for a longer time, and should re-describe the styles represented by the two styles. This makes it easy to lock in and narrow down the style and range of customer choices.


4. Take advantage of the questions raised by customers.

Introduce jewelry knowledge as much as possible. The more jewelry knowledge customers know, the more satisfied they will be with their purchasing experience. When a woman wears a newly bought diamond ring to work, she always hopes to attract the attention of her colleagues. When others see this diamond ring, she will talk endlessly about all the knowledge she knows about diamonds, fully enjoying the spiritual enjoyment of owning a diamond, and at the same time, she is advertising for you. 

As the saying goes: “A satisfied customer is the best advertisement” and “The most influential advertisement is the people around him.” But if you explain jewelry knowledge regardless of whether the customer is willing to listen or not, it will also annoy the customer. So timing is important, seize opportunities throughout the sales process, especially when the customer raises questions.


5. Guide consumers out of purchasing misunderstandings.

Use strengths and avoid weaknesses to cleverly explain diamond quality. Due to the misleading of some marketing units, many consumers require the origin of diamonds to be in South Africa, the clarity to be VVS, and the evaluation to be excellent, etc. when purchasing diamonds. When encountering such problems, salespeople should neither simply say no, nor should they say yes irresponsibly. For example, when a customer asks if there are South African diamonds, we can first say yes (otherwise the customer may turn around and leave), and then tell the consumer that the quality of diamonds is actually measured according to the 4C standard. South Africa has a large output, and not all diamonds are produced in South Africa. 

Diamonds are all good, and most of the diamonds in the world are distributed by De Beers. It would be better to say that our diamonds all come from De Beers. As for the grade of diamonds, when the salesperson gives the certificate to the customer, he should first take the initiative, that is, take a look at it before handing it to the customer, and make an affirmation of the diamond based on the grade to maximize its strengths and avoid weaknesses. This is like introducing someone to someone. Clarity is used as a figure, and whiteness is used as an appearance to recommend to customers, combined with diamond grading principles and conditions and price ratio to convince customers.

6. Promote transactions.

Since the value of jewelry is relatively high, it is a large expense for customers. Therefore, they are often stressed, depressed, and even put on hold before the final transaction. If you say “check out another store”, you may never go back. This requires the salesperson to use distracting methods to reduce the customer’s pressure, such as talking to his colleagues or the customer’s companions about jewelry trends, or taking out jewelry boxes of several grades for customers to choose from.

7. After-sales service.

The salesperson’s job doesn’t end when the customer decides to buy and pays. First of all, the knowledge of wearing and maintenance should be introduced in detail, and at the same time, some new jewelry knowledge should be spread. For example: “If you are not wearing it, please place this piece of jewelry alone and do not stack it with other jewelry.” This statement immediately attracts the customer’s attention: “Why?” 

“This is because diamonds are very hard, harder than rubies and sapphires. 140 times harder, 1000 times harder than crystal (probably another topic of conversation in her office), and will damage other gemstones if stacked on top of each other.” …Finally, it is best to use some blessing words instead of the commonly used “Welcome next time”, such as “May this diamond bring you a bright future”, “May this diamond bring you a happy life”, etc., to say The word “love” is integrated into sales.

8. Summarize the sales process and experience.

Analyze and categorize customers, and promptly report special issues upward. Communicate with colleagues, find shortcomings, help each other, and improve together. The last thing I want to talk about is professional ethics, which means being honest and strictly prohibiting fraud, passing off fake as genuine, and passing off inferior quality as bad practices. Treat customers as relatives, only in this way can we treat customers sincerely. 

Secondly, peers should not engage in unfair competition and slander each other. Some salesmen rely on belittling others to get business, but they don’t know that they are belittling themselves. First of all, you may be belittled by many peers, and secondly, you may be belittled by customers. Therefore, integrity is beneficial to others and more beneficial to yourself.

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