Jewellery & Gem ASEAN Bangkok

Rocky, Bom & Victoria — on the floor for set-up (date TBC, 10:00 AM). Full sales team (Bom, Victoria, Komal & Rocky) on the floor from Day 1. This show's booking is still marked "Waiting for Organiser" on Monday — reconfirm booth and hotel closer to the date.

Team — Here's the Game Plan for Tomorrow. Read Everything and Confirm.

Tomorrow is critical. If we execute properly, we can get back in the game. If we screw this up, we won't be able to catch up.

1️⃣ Pricing Strategy

Max Kit

• Start at $6,999
• Worst-case close: $5,999

Mini Kit

• Start at $5,998
• Worst-case close: $3,999

Mini Standalone

• Only if needed: $1,599

2️⃣ Qualify Properly

Qualify the customer first and, depending on their profile, select Max Script or Mini Script.

If someone needs the Max, sell the Max. Otherwise, sell the Mini.

Whenever you sell or seriously consider selling the Mini, ALWAYS ask:

• How many stores do you have?
• Do you do repairs?
• Do you clean jewellery as well?

If they have multiple stores and the Mini makes sense, say:

"Okay, I recommend you get a Mini for every store."

3️⃣ Payment Terms

Payment plans are there to remove the price objection and make it easier to close.

• Always lead with Klarna.
• If they don't use Klarna, ask for a 50% deposit.
• The remaining balance should be paid in a maximum of 2 instalments. Tell Vicky.
• Ideally, close the remaining balance in 1 instalment.

4️⃣ Objection Handling — Critical

We always screw this up on Day 1 and Day 2. Do NOT immediately deploy the guns.

First understand the real objection. Ask questions like:

• “Why is it too expensive?”
• “Are there any other issues you see with the box?”
• “Does it really solve your problem?”
• “What do you think?”
• “Would you go ahead if I could get you a better deal?”

Understand the objection first. Then deploy the guns.

5️⃣ Trial Close — Get 6–7 Yeses

You need to get 6–7 yeses throughout the entire pitch. Do NOT wait until the end to find out whether they actually want to buy. Keep trial closing throughout the conversation.

6️⃣ Be a Figure of Authority

You are not there just to be “nice.” The worst outcome is:

“He's so nice.”
“She's so nice.”
“I did her a favour and listened to the demo.”

That's not what we do. You are a figure of authority. Lead the conversation, qualify properly, control the pitch and ask for the sale.

7️⃣ Go After Existing Customers

Go and see ALL exhibitors who are already our customers. Check what they already have and upsell them on the products they don't have yet.

@Rocky — do you have the customer list ready?

8️⃣ Go After All Leads From Day 1 and 2

Entire Team: Do NOT only focus on forecasted leads. Go back to ALL your unqualified leads and send them a message saying you have a tailored offer for them. You find them under Pipeline on the Sheet, Day 1 and Day 2. Some of these leads may not have been interested simply because of the price.

9️⃣ Follow-Up Before 9:00 AM

All follow-up messages need to be sent before 9:00 AM to the entire pipeline under Day 1 and Day 2. Use this message:

Hi xxx, we have 8 units left in Bangkok that we want to sell tomorrow before we pack up the day after.

I can offer it to you at $6K/unit. It's better for us to sell them here than ship them back to HK or around the world.

If interested, let me know and I'll reserve 1 for you. If not, no worries at all, we'll sell them at the show anyway, but thought I'd let you know.

Cheers, xxx

🔴 Show Execution & Timing

8:30–8:45 AM — Booth preparation

• Everyone at the show 8:30 AM sharp.
• Get the booth completely ready.

8:45–9:15 AM — Role play

• 30-minute role play session.
• @Rocky — send me your feedback on the role play for all of them.

9:15–9:45 AM — Exhibitor run

• Go through the show and visit exhibitors.
• Take the Mini with you.
• Focus especially on existing customers and upsell opportunities.

IMPORTANT: FROM NOW ON, WHEN ROCKY SAYS “EXHIBITOR RUN” — YOU RUN.

No excuses like:

• “Someone is coming to visit me.”
• “Let me just finish this first.”
• “Let me get some whatever.”
• “I'm waiting for someone.”
• Or any other reason.

When Rocky says RUN, you run. We are at a trade show to sell. The exhibitor run is part of the job and takes priority. If Rocky calls the run, everyone moves immediately.

9:45 AM — Back at the booth

• Everyone must be back at the booth for my call.
• I'll call you at 9:45 AM sharp your time.
• Make sure everyone is together and ready.

1️⃣1️⃣ Demo Target

30 demos each. We need volume. No excuses.

1️⃣2️⃣ Revenue Target

$70K tomorrow. $70K puts us back in the game. We need everyone pushing hard from the first minute until the show closes.

1️⃣3️⃣ Retro — Every Night

At the end of every day, fully complete the retro. I will be reviewing it, so make sure it is done properly and honestly.

1️⃣4️⃣ Update the Sheet

Keep the sheet 100% updated throughout the day. No missing information and no updates left until the end.

1️⃣5️⃣ Final Expectation

Tomorrow we need execution, urgency, volume and honestly a better job based on the feedback I received.

Lead with the Max or the Mini after proper qualification.
Qualify properly.
Understand objections.
Trial close constantly.
Go after existing customers.
Follow up with every lead.
Ask for the sale.
When Rocky calls the exhibitor run — MOVE.

$70K is the target.

Let's execute this properly and get back in the game. 🚀

• Discount / free gift is always the last option.
• Use Offers 1 & 2 first to protect AOV.
• Never lead with the discount.

No 2025 retro was logged for this Bangkok show on the Monday board, so there are no confirmed lessons-learned to list here yet. Log a retro after this show so 2027's brief can carry forward real improvements.

When traffic slows — go to the exhibitors. Open the Exhibitor Run Script in Notion →