Saturday, February 21, 2015

Todays Kudos & Encouragement (Sat. 2-21-15) Why?

Good Morning Yes Getters,

Want to know how to get our customer to buy from us? There's a very simple one-word question we might want to use more: "Why?" <-- No, that’s the question :-)
The "why" will identify our customers dominant motives. Once we do that, we will increase the odds of making the sale.  People buy things only to solve a problem. This is true even with emotional purchases. Flooring is an emotional purchase.  Figure out the problem our customer is trying to solve and not only will we make the sale, we will make it quicker and it will be more profitable. Sometimes even our customers are not clear about their why. It is our job to clarify this. Getting them to answer the why and they will sell themselves. Want some why ideas? Why are you here today? Why do you have interest in this product? Why is that important to you? Why did you invite me over? Why did you decide to do this now? Why would you make this kind of investment?

You know, we get used to seeing 2fer’s & 100%’s almost every day here in Denver. That is no small thing. That is AWESOME!! I am so impressed and excited to see everybody on this list. You guys are truly amazing. GOOD JOB!!

Always be closing…That doesn’t mean you’re necessarily always closing the deal, but it does mean that you need to be always closing on the next step in the process. -Shane Gibson
We have 10 steps in our process. Are we getting at least 10 yes’s during our appointment? Find the right questions. What interests our customer? Buy local? We are local. “Green” – we recycle. Time? We are here next day. When they answer the “why”, follow up with, if we can … would that be what you want?

Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer

PS: If you’ve made it down here to the special treat section, please go read my blog on The Power OF One – More Yes, this is my self gen push!!  :-)
PSS: Please, Please, Please be safe and warm out there today.