Brilliant gems sales training camp2

Brilliant GemsSales Training and Consultation

Camp

Background◦Specialist in selling fine diamonds◦Graduated from Gemological Institute of

America with gemology degree◦Masters in marketing at FHSU◦Worked with David Arabov

RepresentativeLight yellow sheet

VisionConfidenceBig pictureLong-term visionGreat attitude!Accountable

Selling PhilosophyLight Pink Sheet

Prospecting PracticesGrey Sheet

4 C’s Listen Enthusiasm Create a plan Knowledge Sense of humor

Selling PracticesBright Green Sheet

4 C’s Listen Enthusiasm Create a plan Knowledge Sense of humor

Selling PracticesBright Green Sheet

Relationships Referrals Upsale Customize jewelry

Profit Light Blue Sheet

Have confidenceBe personalPresent information

Follow-up

Presentation and Demonstration

IntelligenceSelf Awareness

Self Regulation

MotivationEmpathySocial SkillsDedication

Leadership

NobilityHumilityOpennessCreativityFairnessAssertivenessSense of Humor

Salmon Sheet

Ready to close◦Spend time looking

at one item◦Asking details◦Asking price◦Language (verbal

and body)◦Asking another

person’s opinions◦Getting money out

ClosingBright Orange Sheet

Back away from the sale◦When customer

has said no◦No interest in

product◦Avoiding eye

contact◦Making “not now”

excuses◦Moving around

quickly

LayawaysLoans

ContractsBright Orange Sheet

Real World ProblemPurple Sheet

Questions?