How to Disclose Without Botching the Sale

The vocabulary we use to present gemstone jewelry to customers has undergone major changes in recent years. In the old days we could get by with characterizing a gemstone simply as beautiful, rare, an important gem to own, a magnificent specimen. Today, new terms have crept into the lexicon. Now, a thorough presentation turns on words such as treated, enhanced, healed, filled, drilled, oiled. With the new terms comes an imperative to practice honest and ethical disclosure. That means first of all you must learn to identify treatments or enhancements. That’s getting harder every day. You must be careful to disclose treatments properly in written documentation, including sales receipts and appraisals. Just as important, you must learn how to disclose in the sales presentation without killing the sale. If disclosure sends a shudder of anxiety down your back, you have company. Many fea

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