Tactile demonstration: fitting room, mirror, correct lighting

## Tactile demonstration: fitting room, mirror, correct lighting

A Saturday in 2019, in our showroom in Goiânia, I watched two sales of the same piece on the same day — an Essência necklace, 18k plating, eight microns. In the first, the seller pulled the piece from the drawer, showed it on the blue cloth and asked "do you like it?". The client said "it is pretty" and left saying she would think about it. In the second, I served personally. I took the piece off the tray, placed it in the client's open palm, waited three seconds, then walked her to the mirror under warm light and said: "try it on, no commitment". The client left with the piece, plus a matching pair of earrings, and came back two weeks later for her sister's birthday.