DIAMOND ESSENTIALS - ASSIGNMENT 7 QUESTIONS
WITH CORRECT ANSWERS
Feature - CORRECT ANSWER -A characteristic or part of a piece of jewelry
Benefit - CORRECT ANSWER -The value a feature holds for a customer
Objection - CORRECT ANSWER -A temporary obstacle raised by the customer that delays or
even stops a sale
Feature examples - CORRECT ANSWER -technical - ie. clarity grades, hardness of a diamond,
style of mounting
Benefit examples - CORRECT ANSWER -Emotional or financial - ie. diamond with higher clarity
grade (feature) are rarer (benefit)
Closing ratio - CORRECT ANSWER -The number of successful sales compared to the number of
total sales attempts.
The Seven Steps to a Sale - CORRECT ANSWER -1. Approach the customer
2. Exchange information
3. Build value
4. Create desire
5. Trial close
6. Close
7. Follow-up
WITH CORRECT ANSWERS
Feature - CORRECT ANSWER -A characteristic or part of a piece of jewelry
Benefit - CORRECT ANSWER -The value a feature holds for a customer
Objection - CORRECT ANSWER -A temporary obstacle raised by the customer that delays or
even stops a sale
Feature examples - CORRECT ANSWER -technical - ie. clarity grades, hardness of a diamond,
style of mounting
Benefit examples - CORRECT ANSWER -Emotional or financial - ie. diamond with higher clarity
grade (feature) are rarer (benefit)
Closing ratio - CORRECT ANSWER -The number of successful sales compared to the number of
total sales attempts.
The Seven Steps to a Sale - CORRECT ANSWER -1. Approach the customer
2. Exchange information
3. Build value
4. Create desire
5. Trial close
6. Close
7. Follow-up
