Process…plus….

Of the three key points, this one is most critical to know in order to direct the interaction to an outcome today – and the only outcomes that count are a sale or an appointment.

Every buyer is somewhere in their buying decision. Where they are and what they have done and what remains to be done will impact what they CAN do today. 

Surprisingly, this is the area least explored by most salespeople or considered critical in what outcome can be achieved today. And I assert that not knowing the importance of where the buyer is in their buying process is what keeps home furnishings industry close ratio around 30-35%. 

So, how do you find out when they can buy or if they need to make an appointment to forward this engagement? My B-A-D-A-S Questions…because the answers to those questions tell you where they are and what you can do now if a sale cannot be closed today.

If you need help with this, call me.
Now, go be brave and ask some questions that make a difference. 

oxo,
Jody


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