Step Two: The Reveal

The goal of this step is to show the customer the difference between the grading of diamonds as it relates to price. 

It also acts for the Diamond Educator as a discovery step, helping guide you to find out what the customer is really looking for in terms of budget and size.

The Reveal:

1. Once the customer has picked their favorite diamond, and hearted it on the diamond tasting tool, hit “view details.”  This will reveal all the details about the diamond starting with price, then the grading information, and the Live Dealer pricing graphs. 

2. After revealing the information on the diamonds, tell the customer about our diamond collections. Spark, Harmony, and Legacy, showing them that we have a good, better, and best methodology based on what the industry determines is most valuable. Then explain to them that the Smart Diamond Grid diamonds go up in size and in price as we go from bottom to top on the grids, and diamonds go up in price and in quality as we go from their left to right. This will help them understand the way our smart diamond grids work. Also, in this step we let the customer know that within these hundreds of choices we are going to help them find their diamond.

3. After this brief explanation we then focus back on the diamonds asking the customer if they see a difference in value visually between the diamond they picked and the other diamonds. How they react will give you a lot of insight as to what they are looking for or what their budget is.

4. Listen carefully to the customer because in this step, whatever feedback they give is what we should sell to. It is important to go with the flow of what they are looking for, not trying to sell them on a certain quality or preconceived notion on what they “should” have.