HOW TO BUY DIAMONDS 345
sure at the same time, that they are exercising judgment on the gem.
Many
judge a stone by the price asked for it. This fact tempts some dealers
to accommodate price to the ideas of the customer. A story current
among traveling men some years ago will illustrate frequent conditions.
A lady, customer of a jeweler in a city of fair size, wished to buy a
diamond, larger and finer than any he carried in stock. As the
representative of a New York importing house was in town, he sent for
him and asked him to show his customer some of that character. The New
York man did so, adding to his trade price a commission for
the jeweler, as is the custom. One stone pleased her, but the price was
less than she intended to pay and consequently she refused it because
it " was not fine enough." It really was a very fine stone, and the
best he had. Finding that he could not persuade her to buy, he said
finally: " I have a stone about the same size which is extraordinarily
fine, but I have left it in the hotel safe, as it is of a character not
usually wanted in a town of this size. If you will come back later, I
will be pleased to show it to you. If that does not please you, I must
confess that I have nothing that will." An appointment was made; he
showed her the same stone set in a little velvet jewel case made to
display a single stone to advantage, and asked a little more than the
amount she had decided to pay, with an air of one who could do nothing
further. She expressed delighted appreciation of its quality and
beauty, and promptly bought it. This man acted as some dealers do under
similar circumstances. They intend to sell at a fair
