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Instore - Displaying Diamonds

Instore - Displaying Diamonds. Co-ordinate your displays to your presentation. Display your diamonds in a manner that follows your customers thought process What do they ask for first? What is their line of decision-making?

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Instore - Displaying Diamonds

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  1. Instore- Displaying Diamonds

  2. Co-ordinate your displays to your presentation • Display your diamonds in a manner that follows your customers thought process • What do they ask for first? • What is their line of decision-making? • Balance that with.. Where do you take the conversation in your sales presentation?

  3. Get what you will need closeby • You do not want to have to get up and leave the site of the sale to fetch a sales tool.

  4. Prepare your sales aids

  5. Follow the logic! 20-40-40

  6. Use the 20-40-40 rule • Put the top 20% of your merchandise on individual elements. • It deserves it! • Treating it special helps make it special

  7. Now for the middle 40% • Use low density trays • These are special..just not as special!

  8. Lastly, the bottom 40% • We really have selection • These are a great value

  9. Display loose stones without distractions

  10. Be careful with props

  11. Make sure your store branded goods are displayed to their best advantage

  12. Their brand vs. your brand • them • you?

  13. Consider a display for your branded goods that equals the one you got with that other brand

  14. Bring your selling points

  15. Use signage to help communicate selling points

  16. Remember! • How you display your diamonds can make huge differences in your sales results • Make the selling experience flow by being prepared • Sell more big diamonds by displaying them in a way that makes them more distinctive • Keep loose stones displayed clearly • Don’t shortchange you store brand goods

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