1
Yesterday’s Win
1 min
Biggest sale $
by
Best moment
Never skip this. Progress is the #1 daily motivator [Amabile & Kramer, 2011] — find the win, no matter how small.
2
Today’s Appointments
1 min
Client
Time
Associate
Who needs product pulled? Who needs a second associate on standby?
3
Repair Pickup Review
30 sec
Ready today:
Every pickup is a selling opportunity. Script: “While I have your piece — can I show you something that would pair beautifully with it?”
4
Entrance Coverage Rotation
30 sec
Open–11am
3pm–5pm
11am–1pm
5pm–Close
1pm–3pm
No gap. If you leave the zone, hand it off before you move.
5
H.O.M.E. Opener + Objection of the Day
1 min roleplay
Today’s H.O.M.E. opener:
| Day | H.O.M.E. Practice Focus |
|---|---|
| Mon | Human Welcome — “How has your day been treating you?” |
| Tue | Jewelry Story — “That is a beautiful ring. Is there a story behind it?” |
| Wed | Couple/Occasion — “Are you celebrating, planning, or getting inspired?” |
| Thu | Local Moment — weather, travel, or event observation |
| Fri | Showcase Curiosity — “What caught your eye first?” |
| Sat | “Just Looking” response drill |
Today’s objection:
Best response:
Alternate:
Weekly objection rotation: Mon “It’s too expensive” · Tue “I need to think about it” · Wed “Let me check with my spouse” · Thu “I saw it cheaper elsewhere” · Fri “I’ll come back” · Sat “Can you do better?”
6
Today’s Target
30 sec
Store Goal
My Personal Stretch
One thing I’ll do differently today:
“75% of the people who walk through that door today will buy today. Every one of them deserves our best. Let’s make sure they buy from us.”
[INSTORE Magazine / National Jeweler, 2024]
Facilitator Rules: Start and end on time. Five minutes maximum. Stand up — no chairs. Manager leads; rotate who presents the H.O.M.E. opener and the Objection of the Day. No phones. Always end on the closing statement.
Mastery Toolkit
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