April Showers Bring May Flowers

As lead times remain long and product pricing and freight continue to rise, we are faced with the question of timing. It’s likely that home furnishings (and I speak to fine quality products here) will never be more affordable than they are right now. And right now is all we have. Now is the time to take action and make decisions. 

That thinking needs to start with the sales professional. Waiting favors no one. A client/customer who believes that waiting until supply chain challenges lessen or prices come down will be at the end of a very long line of other people who are also waiting…except that those in front have already made a decision and purchased.

I say this because the mindset and perspective of the sales professional influences the actions that they take and the actions that they direct a customer/client to take. 

We can anticipate that the current conditions will be with us into the new year, so now is not the time to acquiesce or to stop taking action. Now is the time to lay out the future with customers and clients and build a bridge for them to cross into that future and to take decisive action to do that. 

And if you have any questions about how to manage your headspace or the objections that you are getting, please reach out to me. I can help you with those.

Now, go help someone buy something.

oxo,
Jody

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