Checkmate: Selling an analytical customer

July 31, 2013

Last time, I shared with you three keys to successfully sell a 'demanding' customer. Now, we move on to selling the 'analytical' customer. In order to successfully sell these clients, you must bring your A-game to the table.

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Swimming with the sharks: Selling a demanding customer

July 17, 2013

Last time, I shared with you three ways to successfully sell a 'guarded' customer. We now turn our attention to selling the 'demanding' customer.

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Lifting the veil: Selling to a guarded customer

July 2, 2013

Last time, I shared with you the four basic customer types. Every client with whom you interact falls into one of these four categories. Understanding who these customer types are allows you to meet their needs and give them the ultimate jewellery-buying experience they desire. Once you are able...

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Zeroing in on diamond weight calculations

July 1, 2013

In the previous column, we looked at how tiny errors can add up to significant problems when dealing with many small stones. This time, we'll look at the calculations and adjustments that might be necessary when examining diamond centre stones.

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That’s hot: Styles you can’t do without

July 1, 2013

Tantalizing gemstones, scintillating diamonds, and lustrous metals bedazzle and beckon. Check out some of the latest must-haves to rock your world.

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Can nine-karat gold shine as bright as its higher-karat cousins?

July 1, 2013

Nine-karat, 14-karat, or 18-karat? If you carried only one in your store, which would it be? This may seem like a no-brainer. You may opt for the higher karat for obvious reasons, such as more gold content. Or maybe your customers find the shine of gold in higher karats...

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Kate Winslet: Hollywood’s brightest star talks watches with JB

July 1, 2013

You may have noticed a certain Academy Award winner on the cover of this issue of Jewellery Business. From the moment Kate Winslet tipped her wide-brimmed hat upward in Titanic and revealed her character, Rose DeWitt Bukater, she's remained one of Hollywood's most celebrated leading ladies.

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Happy anniversary, CJA: Here’s looking at the first 95 years

July 1, 2013

"Who will buy 'old gold'? Is the legitimate jeweller going to get this business?" It's a question many jewellers today might ask as they consider whether to get into the cash-for-gold game. It's also the headline of a 1933 article in the Canadian Jewellers Association's (CJA's) publication at the...

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Mill or 3D printer: Tips to carve out the right choice for your business

July 1, 2013

The decision to incorporate CAD/CAM into a business may conjure visions of Santa's workshop set up at the back of a jewellery store. Although using a service bureau is one way to produce a custom piece, purchasing your own milling machine or 3-D printer is also an option to...

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A hard-fought battle: CJA’s victory over the jewellery excise tax

July 1, 2013

At the end of the First World War, the Canadian government imposed taxes on a number of items to defray its substantial costs. Among them were so-called luxury (inelegantly defined as 'non-essential goods') taxes that were applied to products such as automobiles, radios, fishing rods (a sport of the...

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