PawnMaster Blog

You Can't Afford this Jewelry

Posted on 01 Mar 2017
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Your Poverty Mentality Might be Keeping You or Your Staff from Making BIGGER SALES!
 
 
What is a poverty mentality? 
"Making the assumption a customer 
can't afford something, or it would be irresponsible of them to buy it." If your staff can't imagine themselves owning the items they sell, then it will be hard for them to sell those expensive items to customers. The reason you are not selling more big items is because in the back of your mind you think you can't, or you would not spend $10,000 on a bracelet so you don't see how others can.
 
 
 
 
The BEST Sales People I Know!
The best salesmen think that instead of women buying ONE engagement ring, they should buy 2 or even 3 and alternate days when they wear them. Your ATTITUDE, even if it is not conscious, might be costing you THOUSANDS of dollars.
 
 
5 TIPS
ON GETTING
OVER A POVERTY MENTALITY!
 
1) Use Cost Per-Wear.
Yes $6000 might seem like a lot now, but over a life time? Over their children's life time? It's very little. $50 a year for the ring of her dreams, is much better than $20 a year for a ring she is
just OK with.
 
 
 
 
 
2) Yes it's expensive, but
the BEST always is.
Think of the time you bought that really nice belt, or toaster. It seemed like a lot of money at the time, but think how much use and enjoyment you have gotten out of it! In the long run quality saves you money.
 
 
3) Do NOT Assume.
My first big sale was to a 21 year old girl in dirty overalls who bought $8,000 earrings. I know everyone here has stories like this. Even your friends might have an inheritance you don't know about. Always show the BIG diamonds 1st. You can always go smaller after that, but if you don't show the big jewelry you won't sell the big jewelry.
 
 
 4) Selling is Psychology.
It is not LOGIC, it is emotion! Jewelry is 100% emotional purchase so STOP selling it logically.
 
 
5) SELL VALUE
Make the prospect see a value. Nothing is too expensive if the value is there. $5,000 is not a lot of money if it's for my house. It is a lot of money if it's for a belt. Have a value story ready for every item you sell.
 
 
 
 
 
6) Jewelry is great!
What else can you wear for 100 years? People need art and beauty in their lives. Believe more in jewelry and diamonds and you will sell more. Did you know the diamond industry supports 10 million people around the world? It's easy to sell something when you believe in your product.
 
 
Aleah at Olympian Diamonds

Written by Aleah at Olympian Diamonds

Aleah Siegel grew up in retail and is a 5th generation jeweler, 3rd generation G.I.A. Gemologist at Olympian Diamonds 8 South Michigan Chicago, IL 60603 1-800-882-8900 *This blog is for informational purposes only. Data Age Business Systems, Inc. does not guarantee the accuracy, completeness, timeliness, or correct sequencing of the information provided.

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