Words beginning with PR: PRoblem

If you are a regular follower, you might have noticed that each month has a theme. Last month it was LOVE (thank you for your comments and hearts!) and this month we are back to specific selling skills.

In this series, we are going to work with selling words that begin with PR. All of these PR words are part of the Discovery process. In this step, we'll determine specific elements that impact the sales process and will dramatically impact the solution given…and the results achieved.

When people have a home furnishings PRoblem, they seek a solution with a designer or with a retail showroom. They come with a PRoblem to be solved or a vision to be realized – or both. It is up to the professional providing the service (more PR words!) to find out what isn’t working and to satisfy it.

Start by asking your next opportunity this question: “What is the problem you are trying to solve…or the vision you are trying to create?”
Then be quiet and let them talk…and take notes.

Ask more questions about the PRoblem...

  • “Tell me more about the impact this PRoblem has on you, your family, how you use the space?”
  • “What have you already tried?”    
  • “How long have you been living with this and what has the impact been on you?”       
  • “What would happen if you didn’t solve this?"
…and be okay with whatever they say, because it’s just information. And be present to however they are about how this problem impacts them. The more room you give them to talk and explore, the more you will understand what they are dealing with and how you can help them to solve the PRoblem.

And the more engaged you are with them, the more committed they will be to having you be part of the solution.

Now, go ask some PRoblem questions.



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