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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?
