Step 3: Practical Gemology

Lesson 25

Disclosing enhancements is one of the most important responsibilities gemologists face. In fact, many countries are passing stricter laws about revealing gemstone treatments and origins. In the past, you could assume that professional gem buyers making volume purchases of sapphires, for example, would understand they’re probably heat treated. In today’s marketplace, you can’t take that for granted. If they tell their customers you sold them the stones without a notice of disclosure, you’re open to litigation.

Minimizing the Sales Impact Of Disclosing Enhancements

Gemologists in the business of selling gems need ways to declare gemstone enhancements without hurting sales. Try presenting the information as educational. (“Show off” your expertise). Or, you could make the disclosure after consummating the sale. (Weaker, but still satisfactory). For example, if you sold an emerald ring, tell your customer that the stone was oiled while explaining how to care for the ring.

In a sales situation, always present things in a positive light. You can say things like, “the oil is invisible and simply helps you see the emerald” or “I can’t tell if this aquamarine has been heat treated because the process is…