One of the most common questions I am asked is what is the most effective closing technique? I used to say, you close from the moment you enter the designer's office. Although I still think that is true, I also know closing starts when you find out what the needs of that client are, which should begin even before you call for an appointment. It's simple, without a need, there is no sale. The current [...]
Well, would you be surprised if I said GOOD AND BAD? BAD if we continue to sell like we have been taught the last... however long sales people have been selling to designers. GOOD if we decide to have a different approach to how we currently sell. Here's what has changed in the way interior designers do business today. Maybe I should make a list of what has not changed. Oh no, that would be almost [...]
For some reason, I was thinking about handling rejection this AM. Maybe because I am doing follow up calls today and know there may be some that will say, not right now..follow up in a couple of weeks. Who likes that? But then I began to think of rejection and compared it to the lessons we were taught from our parents way back when. Stay with me, I think you'll understand! I thought of it in [...]
HERE'S WHAT YOU NEED TO INCREASE SALES (clue-not more product!) I am so excited to hear that more and more people are talking about providing solutions vs. just talking to our clients. I signed up for an online sales summit comprised of top business leaders in industries like IT, insurance, financial, marketing and sales and so many were speaking about selling solutions, not product or services. One of the speakers used the term "product dump" when [...]
I am asked all the time by sales people, "How do I close more sales?", "How do I get more appointments?", "I work so hard, why am I getting less than stellar results?" With the ever increasing competition in the world of interior design, you are sitting on a potential gold mine, as a sales person. However, people want value. That does not always mean 'cheaper". We've just conditioned to think less expensive is usually [...]
