Anatomy of the piece: ring, base, pin and clasp — the name of every part

## Anatomy of the piece: ring, base, pin and clasp

A Wednesday afternoon, a new reseller called me from Anapolis almost in tears. The client had returned a chain because "the little thing that closes was broken." I asked: "What little thing?" She answered: "I don't know, Patricia, that part that closes." In that moment I understood something that has changed the way I train resellers ever since. Who does not name, does not defend. And who does not defend the piece when the client complains, loses the piece and loses the client. This lesson is about the basic vocabulary that separates those who sell with authority from those who sell scared.