I was doing some crusin' on the internet this morning and it just hit me how many people want me to DO something. They want me to work at something I probably do not want because it just gives me more to do..WHO HAS TIME? Sign up for this, take this survey... tell us how we're doing... get this free fill-in-the-blank... just sign up. You cannot get on a website or make a call without [...]
As I begin my next sales training ecourse with Kravet in New York, I review my presentations and reflect on what has changed in the industry or in selling techniques. Some of the reflection includes methods that I was taught and used for so long that I now realize just don't work anymore, but most still continue to do. I observe it every day. I'm also becoming more aware every day, that this is not [...]
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 [...]
