To uncover the real reason behind a jewelry client’s price objection, use open-ended and analytical questions that invite thoughtful reflection and encourage honesty. These questions help clients articulate whether the concern is genuine financial limitation, uncertainty about value, or a hesitation related to another aspect of the purchase.
Analytical Questions for Uncovering Price Pushback
- “Can you share what’s most important to you in a piece like this? Is it budget, design, or something else?”
This uncovers priorities and may reveal if price is truly the main blocker or just a surface objection.[1][2] - “Is the price the only thing holding you back, or are there other features you’re weighing?”
Directly addresses whether cost is the sole objection or if other doubts exist.[3][1] - “When you say it’s more than you wanted to spend, is that because there’s a specific budget you’re working with?”
Helps identify if the objection is based on a hard financial limit or flexibility exists.[4][2] - “How does this piece compare to what you’ve seen elsewhere?”
Encourages the client to articulate any value or quality concerns compared to competitors. - “Are you concerned about the initial investment, or is it more about long-term value and durability?”
Differentiates between sticker shock and worry over future satisfaction. - “What would make this feel like the perfect choice for you?”
Invites the client to voice any gap between what’s offered and what’s desired, clarifying if the issue is truly price or another feature.[3][1] - “If the price were exactly where you hoped, would you feel ready to make the decision today?”
Tests if cost is the true objection or a placeholder for other uncertainties.
Using these probing questions helps jewelry sales associates gain insight into the real reason for price pushback, allowing for responsive, value-driven solutions that respect the client’s needs and support closing the sale without unnecessary discounting.[2][4][1][3]
- https://en.prismanote.com/blog/effectively-responding-to-customer-objections-tips-for-jewelers
- https://www.clientbook.com/blog/top-questions-you-never-thought-to-ask-your-jewelry-clients
- https://www.jewellermagazine.com/Article/9750/How-to-close-the-sale-by-asking-the-tough-questions
- https://www.salesmate.io/blog/price-is-too-high/
- https://instoremag.com/93-responses-to-common-sale-objections/
- https://fastercapital.com/topics/how-to-handle-price-objections-and-negotiations.html/1
- https://helenkawhitedesign.com/6218/jewellery-survey-results/
- https://www.youtube.com/watch?v=aq8yE9oyWNU
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- https://www.lightspeedhq.com/blog/sales-objections/
- https://www.youtube.com/watch?v=XOW633ru_Rc