Selling from a Catalog

When I don’t have a particular remount in stock I find it terribly difficult to sell from a catalog. What do you all do to make catalog buying easier? My staff and I don’t have a problem selling a cross, charm, or even simple colored stone mountings from a catalog—but when it comes to remounts—the customer seems to always say—I have to be able to try it on.

How do you respond to a statement like that? How do you make catalog shopping easier? How do you close the deal on a remount from a catalog? Have you tried throwing in the CD of high resolution pictures and turning the screen to the customer—does it help? Have you tried this?