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
720-371-2000
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.
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