Jewelry Sales Techniques PDF

ASS # 3 : Selling Necklaces, Bracelets, Earrings, and Pins Necklace and Chains: -A necklace is an ornament worn around the neck, strand of pearls or beads, a band of precious metal with or without gems, a chain decorated with gems or other objects, or an ornamental pendant suspended from a strand,...

ASS # 3 : Selling Necklaces, Bracelets, Earrings, and Pins Necklace and Chains: -A necklace is an ornament worn around the neck, strand of pearls or beads, a band of precious metal with or without gems, a chain decorated with gems or other objects, or an ornamental pendant suspended from a strand, band, or chain. - standard lengths: 16 in. (40 cm), 18 in. (45 cm), 20 in. (50 cm), 24 in. (60 cm), 30 in. (75 cm), and 36 in. (90 cm). - the choker, a short, fairly tight-fitting necklace that hugs the throat, and the collar, a wide necklace worn above the collarbone. Necklace Styles: - The pendant is often attached with a piece of metal called a bail. - Type of pendant that fits directly onto the chain without a bail. It’s called a slide. -The diamond solitaire pendant necklace is a best seller in today’s market -The cultured pearl strand is another popular style, The traditional cream and white colors of akoya cultured pearls have been supplemented by deeply hued Tahitian and golden South Sea cultured pearls, and Chinese freshwater cultured pearls in exciting new hues. - A bead or pearl strand might also feature an enhancer—a removable pendant that clips onto the strand to give it a different look. - The station necklace features gems, beads, or cultured pearls at regularly spaced intervals on cord, chain, or wire, each space is referred to as a station. Neck Chain Styles: - Personal adornment with neck chains has a long history. They were especially popular in the Renaissance and Victorian eras. -The curb link chain is a jewelry store basic. The style consists of oval links that are twisted and then flattened so the chain lies flat. -Rope chains usually consist of attached segments of two or more oval links each -Box chains are made up of angular links joined together by solid metal squares - Omega chains look like hoops of solid metal. Closer inspection reveals tightly joined, diagonal segments that let the chain flex and conform to the shape of the wearer’s neck. -Even so, most modern chains are machine-made. Bracelet: -Bracelets are among the earliest adornments. In ancient Egypt, men and women frequently wore gold bands or twisted gold wire on their wrists and upper arms, often decorated with figures of snakes or sphinxes. -Bracelets remained popular until the fall of the Roman Empire (476 AD), when the long sleeves worn in the Middle Ages (476 AD to 1517 AD) sent them into obscurity. Bracelets didn’t become fashionable again until the 1800s. Bracelet Styles: - Chain bracelets are worn by both men and women. Curb link chains, for example, are often used in traditional men’s and women’s identification bracelets. - typical length for a woman’s chain bracelet is about 7 in. (18 cm) - diamond tennis bracelet is one of today’s most popular bracelet styles, The tennis bracelet is actually the classic straight-line bracelet with a new name. It got that name from champion tennis player Chris Evert. -Charm bracelets are decorated with one or more small ornaments, or charms, which might be beads or cast metal figures -Cuff and bangle bracelets are rigid rather than flexible. Cuffs can be wide or narrow bands, and they’re C- shaped to fit over the wrist or arm. -Cuffs might have filigree or openwork designs. Filigree is designed with thin, intricately interlaced wire. Openwork is similar, with holes that allow the passage of light, sometimes through a gem or gems. Earrings: - Earrings come in many shapes and sizes, and these face-framing ornaments have been part of every culture,Over the centuries, earring design has changed many times in response to fashion and hairstyles. -Earrings might be attached by a wire that passes through a hole pierced through the earlobe or grip a non- pierced earlobe with a clip or screwback Earring Style: - The hoop earring is one of the oldest types. The popular modern version is made of tubing, solid wire, or a band that dangles in a hoop-like - stud earrings don’t dangle but nestle against the earlobe. A post passes through the pierced earlobe, and a butterfly clutch—also called a friction back—slips onto the post and locks the earring in place. - Earring jackets are detachable ornaments that surround or otherwise adorn stud earrings to create a different look. - Drop earrings—earrings with one or more dangling ornaments—were popular during the 17th century and parts of the 18th century. -Diamond stud earrings are very popular, especially as wedding, anniversary, or birthday gifts. Brooches/Pins: - people used brooches, or pins, to keep their clothing in place, making them practical as well as ornamental, and today they are primary ortamental -In Japan, they still serve both purposes by decorating ladies’ ceremonial kimonos and also holding the folds of clothing in place. Brooch Styles: - the simplest and oldest pin styles is the stickpin. This long, straight pin typically features an ornamental top with an animal motif or other design, a gemstone, or a cultured pearl. - Women wear stickpins in scarves or lapels. -A tie tack is a more modern version of the stickpin. -The tie tack is often set with a gem that appears to float against the tie when the tie tack is in place. -The best way to stay informed about jewelry trends is by reading trade and fashion magazines. Sale Set 3: Building Value - it’s important to demonstrate the jewelry rather than merely show it and you should involve your customer in the demonstration - provide a mirror, loupe, or microscope to assist the customer and speak on the feature an benefits of the piece - People make buying decisions based on benefits, not features. - Always pair features with benefits - tailor the features and benefits you mention to meet your customer’s specific needs. - The value of a jewelry piece can be both emotional and tangible, so it’s important to address both. Since a jewelry purchase almost always involves emotion, begin with that and follow with the jewelry’s tangible value. - Stating a benefit and then asked customer a question designed to get them to agree is called a tag. Positive Approach : - You’ll be most successful when you sell each piece on its own merits - Don’t fall into the trap of negatively comparing one piece with another or one gemstone with another, or speak negatively about another retail store - price is less important to a customer who understands the emotional and tangible value of the jewelry.