LISTEN!









     
  REPEATE 
AFTER ME

Sales Diva Kate Peterson of
tells us the NEW & BEST way to sell is to modify each presentation to that specific customer. You can't just tell why a ring is good any more, you must tell the customer WHY THE RING IS GOOD FOR THEM! You can only do that if you shut up and listen! Young people want customization. 83% of engagement rings last year where customized. They want CUSTOMIZED PRESENTATIONS too! 
Do this by listening to the customer then repeating back to them. Ask her likes! She likes to cook? Oh well this ring is perfect for a cook because there are not too many places food can get trapped in it. She likes to bike? Well with this necklace she won't even need a bike light, because people will see her coming a mile away! 
















Listening cures 
Foot-in-the-Mouth Disease!!
A man walks in to your store with an older woman, you assume its his mom. You are wrong... Now she feels insulted. Never assume!
 Ask and listen and it will help keep you out of trouble.


One of the best ways to sell more Jewelry is to be a better Listener....
i heart jewelers
Listening is really HARD!
After doing this for so long, it's easy to anticipate what your customer is going to say. We have all found ourselves giving a standard sale pitch rather than really listening to the customer's needs. We need to be better listeners. The more we listen, the more we can sell.

 

 




Shut up!
You would think 
talkers make the best sales people, but in fact listeners close more sales! Listen more and you will be more well liked and sell more.




     







      
 











ASK MORE ?'S 
ANYTHING YOU WANT TO SAY, SIMPLY TURN IT INTO A QUESTION! 
Want to tell your customer why platinum is great? Don't just rant, ask then "Hey do you know what makes Platinum better than white gold?" This also prevents you from
telling them something they already know, which is the fastest way to bore someone. Ask instead of 
tell, and you will be more 
engaging.


 

 


It's after lunch, you are tired, you have just showed 4 different couples
engagement rings. It's hard to start fresh and listen to this new couple that just came in. Alan Berg, dynamic speaker at Chicago's InStore show, has a good trick for you. Make a Reset Button! That's right, the act of physically pushing a reset button after each customer will help you start fresh each time. Even just drawing one on a piece of paper and pressing it before each new customer could help you improve!











 BIG LOOKING DIAMONDS! 
These Spread Bigger than they Weigh






Looks like a .60!
.51 EMERALD   GIA G SI1  $1550/ct
65 depth!  5.4x3.8mm
emerald cut


Looks like a 3.10!
2.79 ROUND GIA G SI1 $27,500!!
9.2mm Spreads like a 3.05 
but costs thousands less! G VG G strong 
blue, very bright. Email me for details/cert copy
gia cert



Looks like a 60!
.45 ROUND HUGE!!!!   $300 total
5.3mm Looks like a 60! 


Looks like a 60!
.56 ROUND GIA G VS2  $1350 total 
5.44mm VG VG None. GIA!!


 



Looks like a 1ct!
.87 PRINCESS F color $1895 total
 Love this! Super white!!!
Faces White and Clean and Huge
  5.50x5.35mm
princess




Looks like a 2.25!
2.00 MARQUISE  Love the Shape
ONLY $4500 Total!!!
14.3x6.3mm Slightly off color 
Stunning!  L Si1





Looks like a 2.15!

1.87 PEAR!  D color!  $5700 TOTAL
Huge look 11x7mm
D color, Eye clean. has a drill. 

Ring included!!!
 




1.50 OVAL White & Eye Clean $5200
Good Looking Oval 9x6.57mm
HI Si. White face
I have LOTS OF OVALS!  Call for any OVAL!




Big Look! 
1.50 ROUND GIA I SI2 59 DEPTH!
EX cut $4991/ct



Big Look!
2.05 ROUND HUGE LOOK! 8.5mm Beautiful $4991/ct



Looks like a 1ct!
.89 OVAL AGS F SI1 STUNNING!!
Huge Look. Looks like a 1ct. 100% eye clean and so pretty!  $3377/ct



Looks like a 1ct!
.80 CUSHION EGL D SI2 $1916
EX EX none 5.79x5.06mm 




Looks like a 1ct!
.88 OLD EURO HUGE! 6.3mm
G I1 $850 total 
Has a large side chip, but many people who buy old cuts don't care. Very pretty.
I have lots of Old Cuts. Call for more!
 


Looks like a 1.70!  
1.41 EMERALD GIA D VS2 IDEAL IDEAL $6375/ct






.97 ROUND NATURAL 
LIGHT YELLOW  $1450/ct
6.48mm. Nice light yellow color. Si2/I1






Good Line to use when 
Selling Spready Diamonds!
 
"An Ideal is the best cut you can get......(pause)....
UNLESS...... you can find a spready diamond!!!  
A spready diamond is a diamond that is cut to look bigger than it weighs. I PREFER a diamond that looks bigger, even to an ideal cut!It's a bigger bang for your 
buck & a better deal"






gift Refer a Jeweler to my newsletter and get a
 FREE GIFT!

Maybe there is someone in your AGS, IJO, or RJO group that might enjoy my emails? Send me their email, or forward my email to them and get a gift. These are good tips right? Please help me make more jewelry friends!































The presence of fluorescence in diamonds has been for some time a subject of controversy in the trade.
GIA Gem Trade Laboratory (GIA GTL) researchers designed a visual experiment to study the effect of fluorescence on diamond appearance.
'Observers in this study found blue fluorescence to have, at best, a subtle effect on color appearance and transparency,' said Thomas Moses, GIA GTL vice president of identification. The study's results indicated that average observers, like those in the jewelry buying public, saw no
systematic differences in color or transparency with fluorescence.
In general, the strength of fluorescence had no perceptible effect on the color appearance of diamonds viewed table-down. In the table-up position, diamonds with strong fluorescence were reported to have a better color appearance than those with less fluorescence. This study challenges the industry notionthat fluorescence has a negative effect on better-color diamonds. GIA's result supports considering each individual diamond on its own visual merits.
 
The Impact of Fluorescence in Diamonds: A Different Research Perspective
William E. Boyajian
The effect of ultraviolet fluorescence on diamond appearance has been hotly debated for at least the past decade.  With great conviction, some say that blue fluorescence of different strengths typically enhances a diamond's overall appearance. Others, as convincingly, say that it has a negative effect. To address this controversy, researchers at the GIA Gem Trade Laboratory conducted an experiment on the effects of long-wave ultraviolet radiation on the color appearance and transparency of gem diamonds.
The study's results support the age-old belief that strong or even very strong blue fluorescence can improve appearance rather than detract from it, especially in diamonds with faint yellow body color.
While the apparent benefits of blue fluorescence are less obvious in colorless to very near-colorless diamonds, they still were evident in the study.  This should bring into question the trade's lower 'bid' prices for moderate to highly fluorescent diamonds in the better colors.
The science of gemology is not just about spectral analysis. It is also about dispelling (or, in some cases, confirming) beliefs that have been perpetuated over the years, and about separating bias and tradition from reality in the gem industry
The presence of fluorescence in diamonds has been for some time a subject of controversy in the trade.
GIA Gem Trade Laboratory (GIA GTL) researchers designed a visual experiment to study the effect of fluorescence on diamond appearance.
'Observers in this study found blue fluorescence to have, at best, a subtle effect on color appearance and transparency,' said Thomas Moses, GIA GTL vice president of identification. The study's results indicated that average observers, like those in the jewelry buying public, saw no
systematic differences in color or transparency with fluorescence.
In general, the strength of fluorescence had no perceptible effect on the color appearance of diamonds viewed table-down. In the table-up position, diamonds with strong fluorescence were reported to have a better color appearance than those with less fluorescence. This study challenges the industry notionthat fluorescence has a negative effect on better-color diamonds. GIA's result supports considering each individual diamond on its own visual merits.
 
The Impact of Fluorescence in Diamonds: A Different Research Perspective
William E. Boyajian
The effect of ultraviolet fluorescence on diamond appearance has been hotly debated for at least the past decade.  With great conviction, some say that blue fluorescence of different strengths typically enhances a diamond's overall appearance. Others, as convincingly, say that it has a negative effect. To address this controversy, researchers at the GIA Gem Trade Laboratory conducted an experiment on the effects of long-wave ultraviolet radiation on the color appearance and transparency of gem diamonds.
The study's results support the age-old belief that strong or even very strong blue fluorescence can improve appearance rather than detract from it, especially in diamonds with faint yellow body color.
While the apparent benefits of blue fluorescence are less obvious in colorless to very near-colorless diamonds, they still were evident in the study.  This should bring into question the trade's lower 'bid' prices for moderate to highly fluorescent diamonds in the better colors.
The science of gemology is not just about spectral analysis. It is also about dispelling (or, in some cases, confirming) beliefs that have been perpetuated over the years, and about separating bias and tradition from reality in the gem industry
The presence of fluorescence in diamonds has been for some time a subject of controversy in the trade.
GIA Gem Trade Laboratory (GIA GTL) researchers designed a visual experiment to study the effect of fluorescence on diamond appearance.
'Observers in this study found blue fluorescence to have, at best, a subtle effect on color appearance and transparency,' said Thomas Moses, GIA GTL vice president of identification. The study's results indicated that average observers, like those in the jewelry buying public, saw no
systematic differences in color or transparency with fluorescence.
In general, the strength of fluorescence had no perceptible effect on the color appearance of diamonds viewed table-down. In the table-up position, diamonds with strong fluorescence were reported to have a better color appearance than those with less fluorescence. This study challenges the industry notionthat fluorescence has a negative effect on better-color diamonds. GIA's result supports considering each individual diamond on its own visual merits.
 
The Impact of Fluorescence in Diamonds: A Different Research Perspective
William E. Boyajian
The effect of ultraviolet fluorescence on diamond appearance has been hotly debated for at least the past decade.  With great conviction, some say that blue fluorescence of different strengths typically enhances a diamond's overall appearance. Others, as convincingly, say that it has a negative effect. To address this controversy, researchers at the GIA Gem Trade Laboratory conducted an experiment on the effects of long-wave ultraviolet radiation on the color appearance and transparency of gem diamonds.
The study's results support the age-old belief that strong or even very strong blue fluorescence can improve appearance rather than detract from it, especially in diamonds with faint yellow body color.
While the apparent benefits of blue fluorescence are less obvious in colorless to very near-colorless diamonds, they still were evident in the study.  This should bring into question the trade's lower 'bid' prices for moderate to highly fluorescent diamonds in the better colors.
The science of gemology is not just about spectral analysis. It is also about dispelling (or, in some cases, confirming) beliefs that have been perpetuated over the years, and about separating bias and tradition from reality in the gem industry
The presence of fluorescence in diamonds has been for some time a subject of controversy in the trade.
GIA Gem Trade Laboratory (GIA GTL) researchers designed a visual experiment to study the effect of fluorescence on diamond appearance.
'Observers in this study found blue fluorescence to have, at best, a subtle effect on color appearance and transparency,' said Thomas Moses, GIA GTL vice president of identification. The study's results indicated that average observers, like those in the jewelry buying public, saw no
systematic differences in color or transparency with fluorescence.
In general, the strength of fluorescence had no perceptible effect on the color appearance of diamonds viewed table-down. In the table-up position, diamonds with strong fluorescence were reported to have a better color appearance than those with less fluorescence. This study challenges the industry notionthat fluorescence has a negative effect on better-color diamonds. GIA's result supports considering each individual diamond on its own visual merits.
 
The Impact of Fluorescence in Diamonds: A Different Research Perspective
William E. Boyajian
The effect of ultraviolet fluorescence on diamond appearance has been hotly debated for at least the past decade.  With great conviction, some say that blue fluorescence of different strengths typically enhances a diamond's overall appearance. Others, as convincingly, say that it has a negative effect. To address this controversy, researchers at the GIA Gem Trade Laboratory conducted an experiment on the effects of long-wave ultraviolet radiation on the color appearance and transparency of gem diamonds.
The study's results support the age-old belief that strong or even very strong blue fluorescence can improve appearance rather than detract from it, especially in diamonds with faint yellow body color.
While the apparent benefits of blue fluorescence are less obvious in colorless to very near-colorless diamonds, they still were evident in the study.  This should bring into question the trade's lower 'bid' prices for moderate to highly fluorescent diamonds in the better colors.
The science of gemology is not just about spectral analysis. It is also about dispelling (or, in some cases, confirming) beliefs that have been perpetuated over the years, and about separating bias and tradition from reality in the gem industry




































































The presence of fluorescence in diamonds has been for some time a subject of controversy in the trade.
GIA Gem Trade Laboratory (GIA GTL) researchers designed a visual experiment to study the effect of fluorescence on diamond appearance.
'Observers in this study found blue fluorescence to have, at best, a subtle effect on color appearance and transparency,' said Thomas Moses, GIA GTL vice president of identification. The study's results indicated that average observers, like those in the jewelry buying public, saw no
systematic differences in color or transparency with fluorescence.
In general, the strength of fluorescence had no perceptible effect on the color appearance of diamonds viewed table-down. In the table-up position, diamonds with strong fluorescence were reported to have a better color appearance than those with less fluorescence. This study challenges the industry notionthat fluorescence has a negative effect on better-color diamonds. GIA's result supports considering each individual diamond on its own visual merits.
 
The Impact of Fluorescence in Diamonds: A Different Research Perspective
William E. Boyajian
The effect of ultraviolet fluorescence on diamond appearance has been hotly debated for at least the past decade.  With great conviction, some say that blue fluorescence of different strengths typically enhances a diamond's overall appearance. Others, as convincingly, say that it has a negative effect. To address this controversy, researchers at the GIA Gem Trade Laboratory conducted an experiment on the effects of long-wave ultraviolet radiation on the color appearance and transparency of gem diamonds.
The study's results support the age-old belief that strong or even very strong blue fluorescence can improve appearance rather than detract from it, especially in diamonds with faint yellow body color.
While the apparent benefits of blue fluorescence are less obvious in colorless to very near-colorless diamonds, they still were evident in the study.  This should bring into question the trade's lower 'bid' prices for moderate to highly fluorescent diamonds in the better colors.
The science of gemology is not just about spectral analysis. It is also about dispelling (or, in some cases, confirming) beliefs that have been perpetuated over the years, and about separating bias and tradition from reality in the gem industry
The presence of fluorescence in diamonds has been for some time a subject of controversy in the trade.
GIA Gem Trade Laboratory (GIA GTL) researchers designed a visual experiment to study the effect of fluorescence on diamond appearance.
'Observers in this study found blue fluorescence to have, at best, a subtle effect on color appearance and transparency,' said Thomas Moses, GIA GTL vice president of identification. The study's results indicated that average observers, like those in the jewelry buying public, saw no
systematic differences in color or transparency with fluorescence.
In general, the strength of fluorescence had no perceptible effect on the color appearance of diamonds viewed table-down. In the table-up position, diamonds with strong fluorescence were reported to have a better color appearance than those with less fluorescence. This study challenges the industry notionthat fluorescence has a negative effect on better-color diamonds. GIA's result supports considering each individual diamond on its own visual merits.
 
The Impact of Fluorescence in Diamonds: A Different Research Perspective
William E. Boyajian
The effect of ultraviolet fluorescence on diamond appearance has been hotly debated for at least the past decade.  With great conviction, some say that blue fluorescence of different strengths typically enhances a diamond's overall appearance. Others, as convincingly, say that it has a negative effect. To address this controversy, researchers at the GIA Gem Trade Laboratory conducted an experiment on the effects of long-wave ultraviolet radiation on the color appearance and transparency of gem diamonds.
The study's results support the age-old belief that strong or even very strong blue fluorescence can improve appearance rather than detract from it, especially in diamonds with faint yellow body color.
While the apparent benefits of blue fluorescence are less obvious in colorless to very near-colorless diamonds, they still were evident in the study.  This should bring into question the trade's lower 'bid' prices for moderate to highly fluorescent diamonds in the better colors.
The science of gemology is not just about spectral analysis. It is also about dispelling (or, in some cases, confirming) beliefs that have been perpetuated over the years, and about separating bias and tradition from reality in the gem industry
The presence of fluorescence in diamonds has been for some time a subject of controversy in the trade.
GIA Gem Trade Laboratory (GIA GTL) researchers designed a visual experiment to study the effect of fluorescence on diamond appearance.
'Observers in this study found blue fluorescence to have, at best, a subtle effect on color appearance and transparency,' said Thomas Moses, GIA GTL vice president of identification. The study's results indicated that average observers, like those in the jewelry buying public, saw no
systematic differences in color or transparency with fluorescence.
In general, the strength of fluorescence had no perceptible effect on the color appearance of diamonds viewed table-down. In the table-up position, diamonds with strong fluorescence were reported to have a better color appearance than those with less fluorescence. This study challenges the industry notionthat fluorescence has a negative effect on better-color diamonds. GIA's result supports considering each individual diamond on its own visual merits.
 
The Impact of Fluorescence in Diamonds: A Different Research Perspective
William E. Boyajian
The effect of ultraviolet fluorescence on diamond appearance has been hotly debated for at least the past decade.  With great conviction, some say that blue fluorescence of different strengths typically enhances a diamond's overall appearance. Others, as convincingly, say that it has a negative effect. To address this controversy, researchers at the GIA Gem Trade Laboratory conducted an experiment on the effects of long-wave ultraviolet radiation on the color appearance and transparency of gem diamonds.
The study's results support the age-old belief that strong or even very strong blue fluorescence can improve appearance rather than detract from it, especially in diamonds with faint yellow body color.
While the apparent benefits of blue fluorescence are less obvious in colorless to very near-colorless diamonds, they still were evident in the study.  This should bring into question the trade's lower 'bid' prices for moderate to highly fluorescent diamonds in the better colors.
The science of gemology is not just about spectral analysis. It is also about dispelling (or, in some cases, confirming) beliefs that have been perpetuated over the years, and about separating bias and tradition from reality in the gem industry
The presence of fluorescence in diamonds has been for some time a subject of controversy in the trade.
GIA Gem Trade Laboratory (GIA GTL) researchers designed a visual experiment to study the effect of fluorescence on diamond appearance.
'Observers in this study found blue fluorescence to have, at best, a subtle effect on color appearance and transparency,' said Thomas Moses, GIA GTL vice president of identification. The study's results indicated that average observers, like those in the jewelry buying public, saw no
systematic differences in color or transparency with fluorescence.
In general, the strength of fluorescence had no perceptible effect on the color appearance of diamonds viewed table-down. In the table-up position, diamonds with strong fluorescence were reported to have a better color appearance than those with less fluorescence. This study challenges the industry notionthat fluorescence has a negative effect on better-color diamonds. GIA's result supports considering each individual diamond on its own visual merits.
 
The Impact of Fluorescence in Diamonds: A Different Research Perspective
William E. Boyajian
The effect of ultraviolet fluorescence on diamond appearance has been hotly debated for at least the past decade.  With great conviction, some say that blue fluorescence of different strengths typically enhances a diamond's overall appearance. Others, as convincingly, say that it has a negative effect. To address this controversy, researchers at the GIA Gem Trade Laboratory conducted an experiment on the effects of long-wave ultraviolet radiation on the color appearance and transparency of gem diamonds.
The study's results support the age-old belief that strong or even very strong blue fluorescence can improve appearance rather than detract from it, especially in diamonds with faint yellow body color.
While the apparent benefits of blue fluorescence are less obvious in colorless to very near-colorless diamonds, they still were evident in the study.  This should bring into question the trade's lower 'bid' prices for moderate to highly fluorescent diamonds in the better colors.
The science of gemology is not just about spectral analysis. It is also about dispelling (or, in some cases, confirming) beliefs that have been perpetuated over the years, and about separating bias and tradition from reality in the gem industry