Saturday, March 28, 2015

Todays Kudos & Encouragement (Sat. 3-28-15) Bastions of Benefits

Good Morning Bastions of Benefits,

This is why Meet/Greet & Want/Need are #2 & #3 in our 10 steps.

Before we start talking about our flooring, we must make sure the customer understands all of their needs and what would best solve them. Make our customer verbalize their needs. We know what problems our flooring will solve, so ask if they are experiencing these problems, then explore the solutions our flooring offers and how fixing their wants/needs would improve their life. Only at that point can we get them to see, very clearly, that we have the solution.

Another approach is talking about benefits and testimonials from satisfied customers. “ Oh my gosh, Mary totally had this same problem and we …” When we "sell a benefit," we are still essentially describing a product feature – but we tie it to some way that it improves our customer's situation. A "Feature" is what our carpet/flooring has, poly, PET, twisted fiber, aluminum oxide, etc. A "Benefit" is what it does. "best stain protection on the market, makes cleaning simple, best scratch resistance on the market."  People buy flooring for the benefits it provides, not simply it’s features. Think about a non-stick pan, for example. People don’t buy it because of the coating, that’s merely a feature. They buy because they don’t want their food to stick to the pan while they’re cooking, that’s the key benefit.

Last we heard Tuesday was OPEN for install.(see below) If you are close to your BONUS, make today count!! If you are already at 100K, every sale gives you a 2% bonus!!

Pretend that every single person you meet has a sign around his or her neck that says, 'Make me feel important.' Not only will we succeed in sales, we will succeed in life. ~ Mary Kay Ash

Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer
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