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ENGAGEMENT RINGS

ENGAGEMENT RINGS. Dan Morrison  Katelyn MacLeod  Barbara Cameron. AGENDA. INTRODUCTION MAPPINS BLUE NILE PEOPLES JEWELLERS INTERVIEW BEST EXPERIENCE CONCLUSION. INTRODUCTION. For the purpose of our project, we looked at purchasing an engagement ring. We visited two

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ENGAGEMENT RINGS

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  1. ENGAGEMENT RINGS Dan Morrison  Katelyn MacLeod  Barbara Cameron

  2. AGENDA • INTRODUCTION • MAPPINS • BLUE NILE • PEOPLES JEWELLERS • INTERVIEW • BEST EXPERIENCE • CONCLUSION

  3. INTRODUCTION For the purpose of our project, we looked at purchasing an engagement ring. We visited two physical retail jewellers and one online retailer.

  4. MAPPINS • Mappins is a Canadian jeweller which was established in 1985 • Currently has 60 locations across Canada • Strictly located in major retail centers • Visited a location in Mayflower Mall in Sydney, Cape Breton

  5. EXPERIENCE AT MAPPINS • Barbara’s back story • In store experience • Communication Style • Amiable • Types of questions • Probing • Evaluative • Tactical • ADAPT questioning system • Non-verbal communication

  6. BLUE NILE • Largest online retailer of diamond engagement rings and jewellery worldwide • Customizable and lower prices • Helpful diamond education and FAQ sections • Visited online website and used toll-free customer service line • “Diamond expert”

  7. EXPERIENCE WITH BLUE NILE • Easy to navigate • Attractive layout • Option to customize or shop • Customer service line “diamond expert” • Trained and knowledgeable • Driver • Clearly attempted to close the sale • SPIN questioning system

  8. PEOPLES JEWELLERS • Canadian diamond store since 1919 • With nearly 150 locations across Canada, they are the largest retailer of fine jewellery in Canada • Carries an assortment of fine jewellery at affordable prices • Visited the location in the Antigonish Mall

  9. EXPERIENCE AT PEOPLES • Dan and Katelyn’s back story • In store experience • Communication style • Amiable, Analytical & Driver • ADAPT Questioning System • Effective listening skills • assumptions, paraphrase and repeat, Encouraged to talk • Non-verbal communication

  10. INTERVIEW • Kerri Helle: Sales Associate at Charm Diamond Centre • Customers • Typically buy based on emotion with men making the purchase and women influencing the purchase • Selling “philosophy” • The importance of building rapport and earning trust • Biggest challenges • Fear of rejection

  11. BEST EXPERIENCE

  12. CONCLUSIONS • The role of a salesperson is extremely important in this industry • Overall, all three experiences had positive aspects and exceeded our expectations • Felt more satisfied with the service we received through interactions with salespeople • No personal connection to Blue Nile • No feeling of purchase obligation

  13. QUESTIONS?

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