/* JCK 2026 Sales Playbook — verbatim data * Source: JCK 2026: Max/GemCam Pro → Downsell GemLightbox * IMPORTANT: All script content is preserved verbatim from the source PDF. * Only navigation labels, icons, and structural markers are authored. */ const MINDSET = { intro: "Going into every sales interaction, you need to be:", points: [ "Figure of authority", "Sharp as a tack", "Enthusiastic as hell" ], notes: [ { label: "Remember to stay on the", value: "Straight line" }, { label: "Maintain a", value: "doctor patient relationship with the jeweler" } ] }; /* All stages — each has new-customer content, existing-customer content, notes. For demo stages the content is also broken into ordered "steps" for Demo Mode. */ const STAGES = [ { id: "openers", label: "Openers", icon: "MessageCircle", short: "Open the conversation", sub: "Pick one that works for your personality", new: { kind: "bullets", items: [ "Have you seen the GemLightbox before?", "It\u2019s nice to see you again. How have you been?", "Would you like to see something revolutionary? It will only take 30 seconds.", "Would you like to see the latest innovation in the jewelry industry?", "[Look at the badge for the jeweler\u2019s name] and say \u201cHi [name]! How are you?\u201d" ] }, existing: { kind: "bullets", items: [ "It\u2019s nice to see you again. How have you been?", "We have a new mannequin accessory for large jewelry pieces. Let me show you.", "We have a new glowing turntable.", "We have a new rotating sparkle light.", "Have you seen our new GemStudio for creating model images?", "How is the GemLightbox working out for you so far?", "[Look at the badge for the jeweler\u2019s name] and say \u201cHi [name]! How are you?\u201d" ] }, notes: [ "Speak to everybody", "Open body language is very important during openers" ] }, { id: "qualify", label: "Qualify & find pain points", shortLabel: "Qualify", icon: "Search", short: "Find pain points to use in closing", new: { kind: "bullets", items: [ "Are you a wholesaler or a retailer?", "What sort of jewelry do you sell?", "How do you currently take your photos?", "How do you currently take your videos?", "Do you hire models or shoot your products with props or backdrops?", "How do you currently photograph your jewelry?", "How many SKUs do you have? \u2192 If they have lots of SKUs, they most likely have the budget for the Max Bundle." ] }, existing: { kind: "same-as-new" }, notes: [ "Use questions to qualify and find pain points which can be used in closing stage", "Pick your battles" ] }, { id: "max-demo", label: "GemLightbox Max demo", shortLabel: "Max demo", icon: "Box", short: "Show the Max and its features", notes: [ "Max demo starts with lid open", "Keep demo as interactive with more display of magnetic components" ], new: { kind: "demo-steps", steps: [ { kind: "say", text: "Why don\u2019t I start from the very beginning?" }, { kind: "say", text: "This is the GemLightbox Max \u2014 the world\u2019s first all-in-one AI jewelry photography solution. It allows you to capture studio-quality images and videos with your smartphone or the GemCam Pro, and it\u2019s the only machine that can shoot both small pieces and full jewelry sets on a mannequin." }, { kind: "say", text: "Simply download our free app \u2014 available on iOS, Android, and desktop \u2014 and connect via Bluetooth." }, { kind: "say", text: "The Max comes with two built-in turntables: one on the top and one on the bottom. The top can hang jewelry like watches, necklaces, and earrings. The bottom is for flat jewelry, such as your rings, bracelets, and jewelry sets that fit on this mannequin." }, { kind: "say", text: "It also has adjustable lighting based on magnetic technology. It comes with a yellow light for colored stones and a sparkle light for your diamonds." }, { kind: "do", text: "Attach the light to the track \u2014 and say: on, off, on, off." }, { kind: "trial", text: "What do you think? Very simple to use, right?" }, { kind: "do", text: "show base turntable that glows from the inside" }, { kind: "say", text: "We spent a decade in R&D and created the only turntable in the world that glows from the inside; this removes all shadows and also brings out the natural colors of your pieces." }, { kind: "say", text: "Last but not least, let me show you my favorite feature." }, { kind: "do", text: "show rotating sparkle lights" }, { kind: "say", text: "We also added a rotating sparkle light (powered by 12 LEDs \u2014 6 yellow and 6 white) that combines rotation and lighting to create the most beautiful, natural sparkles." }, { kind: "say", text: "To power it on, simply click. A decade of jeweler feedback built into one powerful machine." }, { kind: "trial", text: "What do you think so far?" } ] }, existing: { kind: "demo-steps", steps: [ { kind: "say", text: "This is the GemLightbox Max." }, { kind: "say", text: "Compared with the Pro, the Max is 2.5\u00d7 larger and includes a glowing turntable and a rotating sparkle light." }, { kind: "do", text: "point to the interior space" }, { kind: "say", text: "The Max is 2.5\u00d7 larger, so you can shoot small pieces or full jewelry sets using our mannequin. The lid opens fully, giving you plenty of room to work with. It\u2019s the only machine in the world that can capture both large sets and tiny gems." }, { kind: "do", text: "show base turntable" }, { kind: "say", text: "We spent a decade in R&D and created the only turntable in the world that glows from the inside; this removes all shadows and also brings out the natural colors of our stones." }, { kind: "do", text: "show rotating sparkle lights" }, { kind: "say", text: "We also added a rotating sparkle light (powered by 12 LEDs \u2014 6 yellow and 6 white) that combines rotation and lighting to create the most beautiful, natural sparkle. To power it on, simply click. We took a decade of feedback from jewelers around the world and put it all into the Max \u2014 everything you\u2019ve ever asked for in one powerful machine." }, { kind: "trial", text: "What do you think so far?" } ] } }, { id: "gemcam-demo", label: "GemCam Pro demo", shortLabel: "GemCam Pro", icon: "Camera", short: "Show the only camera built for jewelry", notes: [ "Main goal is to show that we are the only camera in the world that can achieve 100% clarity" ], new: { kind: "demo-steps", steps: [ { kind: "tonality", text: "THIS IS GOING TO CHANGE THE WORLD! GET EXCITED!" }, { kind: "say", text: "And now, let me introduce you to the GemCam Pro. The GemCam Pro is the world's FIRST AND ONLY camera built specifically for the jewelry industry. It is engineered to capture jewelry and gemstones perfectly in just ONE CLICK." }, { kind: "say", text: "It is very easy to use. There are no buttons or dials. It simply plugs into your computer via USB C and works on both Windows and Mac." }, { kind: "say", text: "The GemCam Pro has fully adjustable lighting, so you can capture your gemstones, diamonds, and jewelry exactly the way you need them." }, { kind: "do", text: "Show lighting options by clicking white, yellow, and blue lights" }, { kind: "say", text: "And my favorite feature of the GemCam Pro is the 100% auto-focus, allowing anyone in the company to take images without any photography background." }, { kind: "do", text: "Move camera backward and then forwards to show the auto-focus mechanism" }, { kind: "trial", text: "What do you think so far? Customer should say very good" }, { kind: "say", text: "To start simply press record." }, { kind: "do", text: "hit record" }, { kind: "do", text: "While spinning" } ] }, existing: { kind: "demo-steps", steps: [ { kind: "tonality", text: "THIS IS GOING TO CHANGE THE WORLD! GET EXCITED!" }, { kind: "say", text: "This is the NEW GemCam Pro. Compared with the old one, it\u2019s sharper, faster, and powered by jewelry intelligence." }, { kind: "say", label: "SHARPER", text: "4\u00d7 the resolution \u2013 you get more vivid colors and sharper photos." }, { kind: "do", text: "Point to the camera screen and show something sharper" }, { kind: "say", label: "BUILT IN LIGHTING", text: "The GemCam Pro has fully adjustable lighting, so you can capture your gemstones, diamonds, and jewelry exactly the way you need it." }, { kind: "do", text: "Show lighting options" }, { kind: "say", label: "JEWELRY INTELLIGENCE", text: "Unlike any other camera on the market, the GemCam Pro has built-in jewelry intelligence that ensures every piece of jewelry stays sharp and in focus." }, { kind: "do", text: "Pause for emphasis" }, { kind: "say", text: "We are the only camera in the world that can do this." }, { kind: "do", text: "Pause for emphasis" }, { kind: "say", text: "To start, simply press record." }, { kind: "do", text: "While spinning" } ] } }, { id: "jewelry-intelligence", label: "Jewelry intelligence", shortLabel: "Jewelry IQ", icon: "Sparkles", short: "Auto-focus results & product description", new: { kind: "demo-steps", steps: [ { kind: "say", text: "And just like that, our jewelry intelligence goes into automation, creating a beautiful 360\u00b0 white background video." }, { kind: "say", text: "With any other cameras on the market, there would be blurriness in the background because it is impossible to focus on the entire area. But with the new GemCam Pro, every detail of the jewelry stays perfectly sharp and in focus." }, { kind: "do", text: "Point out the back area of the jewelry" }, { kind: "do", text: "Wait for results to load on the preview screen" }, { kind: "say", text: "After just 15 seconds, we have a perfect 360\u00b0 video as well as 4 images: north, south, east, and west." }, { kind: "do", text: "Click through the 4 images one at a time and say north, south, east, west" }, { kind: "trial", text: "What do you think?" }, { kind: "say", text: "During the last 15 seconds, our jewelry intelligence was able to recognize your jewelry and create a beautiful product description of your piece." }, { kind: "do", text: "Read the description enthusiastically and say What do you think?" } ] }, existing: { kind: "same-as-new" }, notes: [] }, { id: "collections", label: "Collections", icon: "LayoutGrid", short: "Transform shots into a shareable catalog", new: { kind: "demo-steps", steps: [ { kind: "say", text: "Now, let me show you one of our jeweler\u2019s favourite features: Collections." }, { kind: "do", text: "Open collections and click preview" }, { kind: "say", text: "In just ONE CLICK (emphasise one click), you can transform everything we\u2019ve just shot on the GemCam Pro into a beautiful online catalog that is ready to share instantly with your customers." }, { kind: "do", text: "Slowly scroll through the collection" }, { kind: "trial", text: "What do you think? Customer should say: \u201cVery good\u201d" }, { kind: "do", text: "Showcase GemStudio" }, { kind: "say", text: "We also take it one step further for you \u2014 you have the option to create model and lifestyle images with all your jewelry by purchasing credits, which are far more affordable than hiring a model or professional photographer." }, { kind: "do", text: "Hover over each individual item to showcase GemStudio" }, { kind: "say", label: "SALES", text: "What do you think? Are you ready to upgrade?" }, { kind: "say", label: "CUSTOMER", text: "How much is it? \u2192 Go to Pricing section" }, { kind: "say", label: "IF CUSTOMER DOESN\u2019T ASK FOR PRICING", text: "Move to Trial Close Section" } ] }, existing: { kind: "same-as-new" }, notes: [] }, { id: "trial-soft", label: "Trial closes", shortLabel: "Trials", icon: "Smile", short: "Soft closes \u2014 trial close early and often", notes: [ "Trial close early and often, trial closes can be used at any point in the conversation that feels appropriate." ], new: { kind: "bullets", heading: "Soft closes", items: [ "What do you think?", "Do you see this working for you?", "Do you see yourself using this solution?", "Do the results work for you/your team?", "Is this better than what you\u2019re using now?", "Are you ready to upgrade your photography?", "Do you want to sell more online?" ] }, existing: { kind: "same-as-new" } }, { id: "trial-hard", label: "Close", shortLabel: "Close", icon: "Target", short: "Hard closes \u2014 ask for the sale", new: { kind: "bullets", heading: "Hard closes", items: [ "Would this solve the issues you mentioned?", "Are you paying by card or transfer?", "Does this match the quality you\u2019re aiming for?", "Where do you need it shipped to?", "Are you thinking one unit or multiple?", "Are we shipping to your store or office?", "Is there anything holding you back?", "Want me to reserve one for you?" ] }, existing: { kind: "same-as-new" } }, { id: "pricing", label: "Pricing", icon: "Tag", short: "Elite Kit Max or GemLightbox Max only", new: { kind: "pricing" }, existing: { kind: "same-as-new" }, notes: [] }, { id: "objections", label: "\u201cThis is very expensive\u201d", shortLabel: "Objections", icon: "MessageCircle", short: "Handle the price pushback verbatim", new: { kind: "objections" }, existing: { kind: "same-as-new" }, notes: [ "If signals show the customer doesn\u2019t have the budget for the $6,999 bundle, do not use the Sales Support Offers; move to the down-selling section" ] }, { id: "signals", label: "Budget signals", shortLabel: "Signals", icon: "Eye", short: "Read the room before offering or downselling", new: { kind: "signals" }, existing: { kind: "same-as-new" }, notes: [] }, { id: "downsell", label: "Down-selling", icon: "GitBranch", short: "If they don\u2019t have the budget, ask the big question", new: { kind: "downsell" }, existing: { kind: "same-as-new" }, notes: [ "Note: If signals show the customer doesn\u2019t have the budget for the $6,999 bundle, do not use the Sales Support Offers; move to the down-selling section" ] }, { id: "close-again", label: "Close again", icon: "Target", short: "Re-engage with a close after handling the objection", new: { kind: "bullets", heading: "Hard closes (return to these after handling)", items: [ "Would this solve the issues you mentioned?", "Are you paying by card or transfer?", "Does this match the quality you\u2019re aiming for?", "Where do you need it shipped to?", "Are you thinking one unit or multiple?", "Are we shipping to your store or office?", "Is there anything holding you back?", "Want me to reserve one for you?" ] }, existing: { kind: "same-as-new" } }, { id: "max-offers", label: "GLB Max Elite Kit Offer & GLB Max Standalone Offer", shortLabel: "Max Sales Support Offers", icon: "Gift", short: "Sales Support Offers \u2014 Max paths", new: { kind: "max-offers" }, existing: { kind: "same-as-new" }, notes: [] }, { id: "glb-offers", label: "GemLightbox Elite Kit Offers & GemLightbox standalone offers", shortLabel: "GLB Sales Support Offers", icon: "Sparkles", short: "Sales Support Offers \u2014 after downsell", new: { kind: "glb-offers" }, existing: { kind: "same-as-new" }, notes: [] }, { id: "existing-offers", label: "Offers for Existing customers", shortLabel: "Existing customer offers", icon: "Users", short: "Trade-ins and Diamond Status", new: { kind: "existing-offers" }, existing: { kind: "same-as-new" }, notes: [] }, { id: "faqs", label: "FAQs", icon: "HelpCircle", short: "Answers to common questions", new: { kind: "faqs" }, existing: { kind: "same-as-new" }, notes: [] } ]; /* PRICING */ const PRICING = { eliteMax: { name: "GemLightbox Max Elite Kit", sub: "Box + camera + all accessories", showPrice: "$6,999", listPrice: "$7,999", save: "Save over $1,300", includes: "Includes shipping (normally $300) and the software with no monthly subscription (previously $199/month)", featured: true, script: "Today, you can secure the GemLightbox Max Elite Kit including the box, the camera, and all accessories for $6,999 all-in, compared to the regular $7,999. This price includes shipping (normally $300) and the software with no monthly subscription (previously $199/month), saving you over $1300 (1k off + shipping $300) here at the show.\n\nCredit card payments are handled by a secure external provider, with only a small processing fee of 3.1% applied.\n\nWould you like to go ahead?", cta: "If the customer is interested in the Elite Kit Max" }, maxOnly: { name: "GemLightbox Max Only", sub: "Limited-time show price", showPrice: "$4,999", listPrice: "$5,499", save: "Limited time at the show", includes: "GemLightbox Max only", script: "The GemLightbox Max is normally $5\u2019499, but for a limited time, you can get it for $4\u2019999. Would you like to go ahead with this offer today?", cta: "If the customer is interested in the GemLightbox Max Only" }, glbKit: { name: "GemLightbox Kit", sub: "GemLightbox $1,999 + GemCam $3,499", showPrice: "$4,498", listPrice: "$5,498", save: "$1,000 off", includes: "Full setup for the downsell path \u2014 perfect when no large pieces.", script: "The GemLightbox Kit (GemLightbox $1,999 + GemCam $3,499) retails at $5,498 for the full setup, but is currently available at $4,498 all-in.\n\nThe GemLightbox is the perfect option if you\u2019re looking for something more compact, offering the same ease of use, ideal for everyday shooting and quick content creation." }, glbOnly: { name: "GemLightbox (standalone)", sub: "Works with smartphone", showPrice: "$1,999", listPrice: null, save: null, includes: "All accessories included.", script: "The Max is $5,499 and it comes with all accessories but at the show its $4,999\n\n(For the GemLightbox path the standalone is $1,999 \u2014 comes with all accessories.)" } }; /* DOWNSELL TREE */ const DOWNSELL = { question: "Do you photograph big pieces?", yes: { label: "Sales proposes the solution GLB Max", text: "Fantastic, you don\u2019t need the camera in this case because our software works perfectly with your smartphone and in your case it\u2019s even a better option and more affordable. I recommend you buy the Max, our latest innovation, and use it with your smartphone. How does that sound?", cust: "How much is it?", salesPrice: "The Max is $5,499 and it comes with all accessories but at the show its $4,999", fallback: "If customer says it\u2019s too expensive, then go to Max Sales Support Offers" }, no: { label: "Sales proposes the solution GemLightbox Kit", text: "Fantastic, then you don\u2019t need the Max. We have the GemLightbox that offers the same results, is tailored for smaller pieces, and also more affordable. How does that sound?", cust: "How much is it?", salesPrice: "The GemLightbox Kit (GemLightbox $1,999 + GemCam $3,499) retails at $5,498 for the full setup, but is currently available at $4,498 all-in.\n\nThe GemLightbox is the perfect option if you\u2019re looking for something more compact, offering the same ease of use, ideal for everyday shooting and quick content creation.", fallback: "If the customer says it\u2019s too expensive, then go to the section: GemLightbox Elite Kit Sales & GemLightbox standalone Sales Support Offers" } }; /* OBJECTIONS \u2014 verbatim from the Objection handling & trial close source. Items marked starred:true are the primary response (\u2b50 in the source); starred:false items are alternative phrasings / fallback lines. */ const OBJECTIONS = { library: [ { id: "expensive", title: "It\u2019s too expensive", items: [ { starred: true, text: "The GemLightbox may seem a little out of your budget as it is a premium product. That said, it comes with consistent results every time. If you\u2019ve tried using cheaper solutions, you will know that 100% of the time you get EXACTLY what you pay for." }, { starred: true, text: "It may seem a little above your budget right now. However, the benefits far outweigh the cost. The one time your images and videos make you a sale, you would have made your money back already." }, { starred: true, text: "The cost of not having a proper photography solution is far greater than the investment you make purchasing the GemLightbox today." }, { starred: true, text: "Price aside, do the results work for you?" }, { starred: true, text: "If you don\u2019t mind me asking, what is your budget? \u2192 recommend product & package that is within the package." }, { starred: false, text: "As a company, we decided we\u2019d rather explain the price once rather than apologise for poor quality." }, { starred: false, text: "I\u2019m glad you brought that up." }, { starred: false, text: "I agree that price is important, and the reason we service over 20,000 jewelers globally is because our clients have found that we never compromise on quality and support." }, { starred: false, text: "What\u2019s important for me is that the GemLightbox works for you. Our company grows only if the jewelers we work with do well. Do the results work for you?" }, { starred: false, text: "Most jewelers make the mistake of compromising results for price. Jewelers who have recently purchased the GemLightbox have told me that they regret not buying it earlier when they first saw it last year." }, { starred: false, text: "Just because it\u2019s cheap doesn\u2019t mean you\u2019re saving money. Just because it\u2019s expensive it doesn\u2019t mean it works." } ] }, { id: "think-about-it", title: "Let me think about it", items: [ { starred: true, text: "Are you unsure about the cost, or how it can work for your business, or the results? What in particular are you unsure about?" }, { starred: false, text: "I agree you need to consider all the options before making the purchase. However, thinking about this another day, week, or month, won\u2019t change the fact that you need jewelry images and videos that sell. What in particular are you unsure about?" }, { starred: false, text: "I had a client recently who wanted to take their time and think it over, but when they came to make the order we ended up having to put them on back order. To make sure we can get you up and running as soon as possible, is there any information I can give you to help make the decision that\u2019s right for you?" }, { starred: false, text: "Before you go, does the GemLightbox work for your business?" } ] }, { id: "speak-with-partner", title: "Let me speak with my partner", items: [ { starred: true, text: "Is your partner with you right now? I would be more than happy to speak with your partner also if it helps" }, { starred: false, text: "I hear you, what would you partner\u2019s email be? I will send your partner a demo video and what we have discussed today to review everything." }, { starred: false, text: "Are you the person doing most of the photography? Your partner will most likely say you decide since you\u2019re the person doing the photography. Do the results work for you?" } ] }, { id: "difference", title: "What\u2019s the difference between GemLightbox and other lightboxes?", items: [ { starred: true, text: "Unlike other lightboxes on the market, the GemLightbox is specifically made for jewelry photography. Other solutions on the market are more general purpose and not necessarily suited for jewelry photography." }, { starred: false, text: "GemLightbox is made just for jewelry photography and can capture 360 videos of any jewelry including necklaces and dangle earrings using just your smartphone." }, { starred: false, text: "It has features built in to bring out beautiful sparkles, colors and reflections of your jewelry." }, { starred: false, text: "GemLightbox Application has direct integration to your email, social media and e-commerce platforms to sell your jewelry online." }, { starred: false, text: "Each LED inside the gemLightbox has been color calibrated to provide true color accuracy for jewelry and gemstone photography." }, { starred: false, text: "With the GemLightbox, there\u2019s no training required. Anyone in your office can pick up their smartphone and take beautiful jewelry images." }, { starred: false, text: "You\u2019ll become a part of the GemLightbox family, and what that means for you, you will be able to access our roadmap, which will help your jewelry business go digital. We are building integration into market places and coming up with new technologies. And all of this will be inside the GemLightbox itself." }, { starred: false, text: "The GemLightbox is not just a lightbox - it\u2019s a full solution for e-commerce, social media and transferring your business from offline to online." }, { starred: false, text: "New add-ons and accessories will work with your existing GemLightbox. The GemLightbox will continue to upgrade as the online jewelry industry changes." } ] }, { id: "discount", title: "Can I get a discount?", items: [ { starred: true, text: "The GemLightbox only has one price. It is a 100% working solution, and we don\u2019t believe in discounting a working solution." }, { starred: false, text: "The GemLightbox has never been discounted and is the same price worldwide." } ] }, { id: "send-email", title: "Can you send me an email?", items: [ { starred: false, text: "Were there any other questions I can help answer while I\u2019m here with you right now?" } ] }, { id: "no-need", title: "No need for this solution", items: [ { starred: true, text: "How are you currently taking images and videos of your jewelry? More and more jewelers are looking for a solution that is both quick and cost efficient when photographing their jewelry." }, { starred: false, text: "I\u2019m not surprised you said that, because you haven\u2019t seen the results yet. Would you have a quick 2 minutes to see how the images and videos would look on your website and social media?" } ] }, { id: "have-photographer", title: "We have a photographer", items: [ { starred: true, text: "Wouldn\u2019t it be great if anyone in your office could take beautiful jewelry images anytime of the day? The images and videos captured can directly be uploaded online, onto social media and be sent to customers from your smartphone." }, { starred: false, text: "Fantastic! Then the GemLightbox would be perfect for the times when your photographer\u2019s not available and your customers are asking for images and videos of your jewelry." }, { starred: false, text: "The GemLightbox can help your save on-going photography costs. How does that sound? [Be careful when using this one as the photographer might be a close friend or relative to the prospect]" } ] }, { id: "natural-daylight", title: "We use natural daylight", items: [ { starred: true, text: "Wouldn\u2019t it be nice to do your jewelry photography at any time of the day? The GemLightbox has a lighting option called Daylight which mimics the effects of photographing jewelry and gemstones under natural sunlight." }, { starred: false, text: "What we have found is the majority of jewelers who use natural daylight tend to experience challenges because they can only photograph at certain hours of the day. What\u2019s the case for you?" } ] }, { id: "business-slow", title: "Business is slow", items: [ { starred: false, text: "If you want different results, you need to try different approaches. Have you thought about promoting your jewelry using images and videos on social media?" }, { starred: false, text: "If business is slow, this is the best time to focus on your marketing to increase your sales. When it is busy again, you won\u2019t have time to take photos and videos." } ] }, { id: "gemcam-specs", title: "What is the computer specs required for the GemCam?", items: [ { starred: false, text: "Any system from the last three years with 16GB of RAM and a dedicated graphics card that\u2019s 4K compatible will work." } ] }, { id: "return-policy", title: "What is your return policy?", starredTitle: true, items: [ { starred: false, text: "To make sure everything goes smoothly, I\u2019d be happy to schedule a session to help you unbox and set up the product as soon as it arrives, so we can ensure it works perfectly for your needs." }, { starred: false, text: "If the product is faulty, it comes with a 2-year warranty, which includes a free replacement during that period." } ] }, { id: "waiting-to-grow", title: "I\u2019m waiting to grow my business before investing in this", items: [ { starred: false, text: "Every business should be on social media these days because it\u2019s free marketing and this will help you grow your business. Not doing anything about your photography challenges will only slow down the growth of your business. Did you have a specific budget put aside for your marketing & photography at this stage of your business?" } ] }, { id: "quality", title: "I\u2019m not sure on the quality", items: [ { starred: false, text: "Are you unsure about the quality? Can you be more specific? Is it the background not being completely white? Is it an issue with focus? What exactly concerns you?" }, { starred: false, text: "For example, if the diamonds appear lifeless or dull, we recommend using the sparkle lights & GemCam sparkle lightsor a black background to enhance their brilliance." } ] }, { id: "not-many-photos", title: "I don\u2019t take a lot of photos so I don\u2019t need it", items: [ { starred: false, text: "How about videos? How are you currently photographing videos right now?" } ] } ], trialClose: [ "Do the results make sense for your company? / How do you feel about the results?", "Would you like me to check if we have any stock available? (trade show only) / Would you like me to check if there\u2019s a shipment going to your country today?\nWhat\u2019s the best shipping address for you?\nWould you like us to ship it to your home or business address?", "When do you need your GemLightbox by?" ], close: [ "Would you like to place an order?", "Would you like to pick up or have it shipped?", "Would you like to pay by credit card?" ], urgency: "I can see on our system that we have a shipment leaving to your [country/city] today/in the next few hours. If you are able to confirm the payment now then we can include your order with our next shipment. Shipping time will take 5-10 business days. Would you like me to help you process your order while I\u2019m on the phone with you?", scarcity: "I can see on our system we [have limited stock/2 more units available] as this offer/product has been extremely popular. If you order today we can go ahead and process your order before we go on back order. Would you like me to help you process your order while I\u2019m on the phone with you?", seeInPerson: { label: "Sales: What should I do with the old box?", trigger: "When customers say they want to see the machine in person:", quote: "\u201cThanks a lot for your feedback, but honestly, we already have 25,000 customers and hundreds of videos on youtube and testimonials. The deal I\u2019m offering now is better than anything at a tradeshow, waiting only means paying more later without gaining new information. Would you ask to see the new iPhone in person if the price went up?\u201d" }, noShows: { title: "Fixing No-Shows & Improving Meeting Quality", instruction: "Always include the decision-maker and if it\u2019s not the decision-maker using the machine also include the person in charge of photography in meetings. If they\u2019re missing, reschedule using this phrasing:", quote: "\u201cI appreciate your time today, but I\u2019d recommend rescheduling so we can include the decision-maker. We focus on efficiency for you and for us, which helps us stay price-competitive and build better products for our jewelers.\u201d" }, moneyback: { title: "Moneyback Guarantee \u2014 Objection Handling", objection: "Why is the restocking fee 20%?", response: "Fair question. The 20% isn\u2019t profit \u2014 it covers the actual cost of taking the unit back:", bullets: [ "Inspect for damage", "Clean thoroughly", "Test all components", "Repack with new materials", "Resell as refurbished \u2014 not new, so we lose significant margin" ], closing: "That\u2019s where the 20% goes. Without it, we couldn\u2019t offer the Moneyback Guarantee at all." } }; /* MAX OFFERS — sales support */ const MAX_OFFERS = { eliteKit: { title: "$6,999 GemLightbox Max Elite Kit Sales Support Offers (New customers)", offer1: { label: "Sales Support Offer 1", text: "Last thing I can do is include 50 free GemStudio credits (valued at $400), helping you create model and lifestyle images in one click, one of the key highlight features that is quickly becoming a standard across the jewelry industry.\n\nI just need you to confirm that you\u2019d like to proceed, and I\u2019ll quickly check if this is possible for you. Would you like to go ahead with the order?" }, offer2: { label: "Sales Support Offer 2", trigger: "If the customer says: \u201cwhat else can you do. I need more!\u201d", text: "I really want to make this work. What if I can, include an extra 50 GemStudio credits \u2014 giving you 100 credits with a total value of $600? What do you think? Let\u2019s go ahead now." }, offer3: { label: "Sales Support Offer 3 ($500 discount)", trigger: "If the customer says it\u2019s too expensive, I just want a discount!", text: "Let me see what I can do for you. If I\u2019m able to secure a $500 discount, would you be ready to move forward? I can\u2019t promise anything just yet, as I\u2019ll need to confirm with my manager first \u2014 but I\u2019ll do my best to make it happen for you.\n\nCheck with manager and, upon approval, close the deal at $6,499 for Elite Kit Max" } }, standalone: { title: "$4,999 GemLightbox Max Sales Support Offers (New customers)", offer1: { label: "Sales Support Offer 1", text: "Last thing I can do is include 50 free GemStudio credits (valued at $400), helping you create model and lifestyle images in one click, one of the key highlight features that is quickly becoming a standard across the jewelry industry.\n\nI just need you to confirm that you\u2019d like to proceed, and I\u2019ll quickly check if this is possible for you. Would you like to go ahead with the order?" }, offer2: { label: "Sales Support Offer 2", trigger: "If the customer says: \u201cwhat else can you do. I need more!\u201d", text: "I really want to make this work. What if I can, include an extra 50 GemStudio credits \u2014 giving you 100 credits with a total value of $600? What do you think? Let\u2019s go ahead now." }, offer3: { label: "Sales Support Offer 3 ($500 discount)", trigger: "If the customer says it\u2019s too expensive, I just want a discount!", text: "Let me see what I can do for you. If I\u2019m able to secure a $500 discount, would you be ready to move forward? I can\u2019t promise anything just yet, as I\u2019ll need to confirm with my manager first \u2014 but I\u2019ll do my best to make it happen for you.\n\nCheck with manager and, upon their approval, close the deal at $4,499 for Max as a standalone." } } }; /* GLB (downsell) OFFERS */ const GLB_OFFERS = { eliteKit: { title: "$4\u2019498 GemLightbox Elite Kit Sales Support Offers (New customers)", offer1: { label: "Sales Support Offer 1", text: "Last thing I can do is include 50 free GemStudio credits (valued at $300), helping you create model and lifestyle images in one click, one of the key highlight features that is quickly becoming a standard across the jewelry industry.\n\nI just need you to confirm that you\u2019d like to proceed, and I\u2019ll quickly check if this is possible for you. Would you like to go ahead with the order?" }, offer2: { label: "Sales Support Offer 2", trigger: "If the customer says what else can you do. I need more!", text: "I really want to make this work. What if I can, include an extra 50 GemStudio credits \u2014 giving you 100 credits with a total value of $600? What do you think? Let\u2019s go ahead now." }, offer3: { label: "Sales Support Offer 3 ($500 discount)", trigger: "If the customer says it\u2019s too expensive, I just want a discount!", text: "Let me see what I can do for you. If I\u2019m able to secure a $500 discount, would you be ready to move forward? I can\u2019t promise anything just yet, as I\u2019ll need to confirm with my manager first \u2014 but I\u2019ll do my best to make it happen for you.\n\nCheck with manager and, upon approval, close the deal at $3\u2019998." } }, standalone: { title: "$1999 GemLightbox (New customers)", offer1: { label: "Sales Support Offer 1", text: "Last thing I can do is include 50 free GemStudio credits (valued at $300), helping you create model and lifestyle images in one click, one of the key highlight features that is quickly becoming a standard across the jewelry industry.\n\nI just need you to confirm that you\u2019d like to proceed, and I\u2019ll quickly check if this is possible for you. Would you like to go ahead with the order?" }, offer2: { label: "Sales Support Offer 2", trigger: "If the customer says what else can you do. I need more!", text: "I really want to make this work. What if I can, include an extra 50 GemStudio credits \u2014 giving you 100 credits with a total value of $600? What do you think? Let\u2019s go ahead now." }, offer3: { label: "Sales Support Offer 3 (Free GemSparkle valued at $449)", trigger: "If the customer says it\u2019s too expensive, I just want a discount!", text: "Let me see what I can do for you. If I\u2019m able to secure a GemSparkle valued at $449, would you be ready to move forward? I can\u2019t promise anything just yet, as I\u2019ll need to confirm with my manager first \u2014 but I\u2019ll do my best to make it happen for you.\n\nCheck with manager and, upon approval, close the deal at $1999 + GemSparkle valued at $449" } } }; /* EXISTING CUSTOMER OFFERS */ const EXISTING_OFFERS = [ { letter: "a", text: "$500 off: GemLightbox Pro \u2192 Max trade-in" }, { letter: "b", text: "$500 off: GemCam \u2192 GemCam Pro trade-in" }, { letter: "c", text: "Trade-in and Sales Support Offer 3 cannot be combined for existing customers" }, { letter: "d", text: "Diamond Status: GLB Max upgrade for $3,199" }, { letter: "e", text: "Offers cannot be stacked, except: trade-in GemCam + GLB = $1,000 off" } ]; /* SIGNALS */ const SIGNALS = { noBudget: { title: "Potential signs the customer may not have the budget", items: [ "Smile disappears", "Eyebrows lift slightly", "Lips tighten", "Look surprised", "Stress response like \u201cwow\u201d", "Over-the-top negative reaction", "That\u2019s out of my budget", "Takes a flyer straight away", "Body starts turning away from the booth or wanting to leave", "They look too young, like they\u2019re a student or will require parental approval for the purchase" ] }, hasBudget: { title: "Potential signs the customer may have the budget", items: [ "No hesitation to ask immediately about warranty, shipping, or training information", "Observe their badge and how they present themselves", "They are also exhibiting at the show", "Ask more specific questions about product features and how it works with different jewelry types", "Ask their colleagues to come see the product" ] } }; /* FAQ */ const FAQS = [ { q: "What is Jewelry intelligence?", a: "Jewelry Intelligence is a smart technology that we have developed in house which automatically focuses on the entire piece of jewelry that creates the sharpest images and videos. Let me show you how.", stage: "Use during the GemCam Pro / Jewelry Intelligence stage" } ]; /* GLB_DEMO_STAGE — verbatim from JCK 2026: The GemLightbox PDF */ const GLB_DEMO_STAGE = { id: "glb-demo", label: "GemLightbox demo", shortLabel: "GLB demo", icon: "Box", short: "Show the GemLightbox and its features", notes: ["GemLightbox demo starts with lid open"], new: { kind: "demo-steps", steps: [ { kind: "say", text: "Why don’t I start from the very beginning?" }, { kind: "say", text: "This is the GemLightbox — the world’s first all-in-one AI jewelry photography solution. It allows you to capture studio-quality images and videos with your smartphone or the GemCam Pro in one click." }, { kind: "say", text: "Simply download our free app — available on iOS, Android, and desktop — and connect via Bluetooth." }, { kind: "say", text: "The GemLightbox comes with a built-in turntable for flat jewellery like rings and watches, and a necklace stand for dangle jewellery such as necklaces and earrings." }, { kind: "say", text: "It also has adjustable lighting based on magnetic technology. It comes with a yellow light for colored stones and a sparkle light for your diamonds." }, { kind: "do", text: "Attach the light to the track — and say: on, off, on, off." }, { kind: "trial", text: "What do you think? Very simple to use, right?" }, { kind: "do", text: "show base turntable that glows from the inside" }, { kind: "say", text: "We spent a decade in R&D and created the only turntable in the world that glows from the inside; this removes all shadows and also brings out the natural colors of your pieces." }, { kind: "say", text: "A decade of jeweler feedback built into one powerful machine." }, { kind: "trial", text: "What do you think so far?" } ] }, existing: { kind: "demo-steps", steps: [ { kind: "say", text: "This is the GemLightbox." }, { kind: "say", text: "Compared to the Pro:" }, { kind: "do", text: "open lid all the way" }, { kind: "say", text: "The lid opens all the way making it easier to place items inside when you’re shooting a lot of products. It’s also lightweight, easy to carry, fits anywhere—and you can even bring it to trade shows." }, { kind: "say", text: "The lighting has been upgraded to deliver even higher image quality, while still offering the adjustable settings you’re used to on the Pro." }, { kind: "do", text: "show base turntable" }, { kind: "say", text: "We spent a decade in R&D to create the only turntable in the world that glows from the inside—removing all shadows and bringing out the natural colours of your pieces." }, { kind: "say", text: "everything you’ve ever asked for in one powerful machine." }, { kind: "trial", text: "What do you think?" } ] } }; const STAGES_GLB = STAGES.map(s => { if (s.id === 'max-demo') return GLB_DEMO_STAGE; if (s.id === 'objections') return Object.assign({}, s, { notes: ["If signals show the customer doesn’t have the budget for the $4,498 bundle, do not use the Sales Support Offers; move to the down-selling section"] }); if (s.id === 'downsell') return Object.assign({}, s, { short: "Recommend GemLightbox standalone without camera", notes: ["If signals show the customer doesn’t have the budget for the $4,498 bundle, do not use the Sales Support Offers; move to the down-selling section"] }); if (s.id === 'pricing') return Object.assign({}, s, { short: "GemLightbox Elite Kit or GemLightbox standalone" }); return s; }); /* PRICING for The GemLightbox script */ const PRICING_GLB = { eliteKit: { name: "GemLightbox Elite Kit", sub: "Box + camera + all accessories", showPrice: "$4,498", listPrice: "$5,498", save: "Save over $1,300", includes: "Includes shipping (normally $300) and the software with no monthly subscription (previously $199/month)", featured: true, script: "Today, you can secure the GemLightbox Elite Kit including the box, the camera, and all accessories for $4,498 all-in, compared to the regular $5,498. This price includes shipping (normally $300) and the software with no monthly subscription (previously $199/month), saving you over $1,300 (1K off + shipping $300) here at the show.\n\nCredit card payments are handled by a secure external provider, with only a small processing fee of 3.1% applied.\n\nWould you like to go ahead?", cta: "If the customer is interested in the Elite Kit" }, glbOnly: { name: "GemLightbox Only", sub: "Works with smartphone, all accessories included", showPrice: "$1,999", listPrice: null, save: "Includes shipping + no monthly sub", includes: "This price also includes shipping (normally $200) and the software with no monthly subscription (previously $199/month), saving you another $200 here at the show.", script: "The GemLightbox is $1,999. This price also includes shipping (normally $200) and the software with no monthly subscription (previously $199/month), saving you another $200 here at the show.\n\nCredit card payments are handled by a secure external provider, with only a small processing fee of 3.1% applied.\n\nWould you like to go ahead?\n\nCustomer says: This is very expensive\nSales response: I understand, but does the product solve the problems that you’re facing?\nCustomer says: Yes, it does, it’s just very expensive\nSales response: Ok, let me see how I can help you...\n-Move to GemLightbox Elite Kit Offers & GemLightbox standalone offers-", cta: "If the customer is interested in the GemLightbox Only" } }; /* DOWNSELL for The GemLightbox script — linear, no yes/no question */ const DOWNSELL_GLB = { text: "If this is above your budget, I’d recommend starting with the GemLightbox on its own without the camera. Our software works perfectly with your smartphone, so in your case it’s actually the better option as it is more affordable, and you get the same great results. How does that sound?", cust: "How much is it?", salesPrice: "The GemLightbox is $1999 and it comes with all accessories.", fallback: "If customer says it’s too expensive, then go to GemLightbox Sales Support Offers" }; /* EXISTING OFFERS for The GemLightbox script */ const EXISTING_OFFERS_GLB = [ { letter: "a", text: "$500 off: GemLightbox Pro → New GemLightbox trade-in" }, { letter: "b", text: "$500 off: GemCam → GemCam Pro trade-in" }, { letter: "c", text: "Trade-in and Sales Support Offer 3 cannot be combined for existing customers" }, { letter: "d", text: "Diamond Status: The GemLightbox upgrade for $1499" }, { letter: "e", text: "Offers cannot be stacked, except: trade-in GemCam + GLB = $1,000 off" } ]; window.PLAYBOOK = { MINDSET, STAGES, STAGES_GLB, PRICING, PRICING_GLB, DOWNSELL, DOWNSELL_GLB, OBJECTIONS, MAX_OFFERS, GLB_OFFERS, EXISTING_OFFERS, EXISTING_OFFERS_GLB, SIGNALS, FAQS };