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Appointments
Follow Up…enough to get a result?
As an industry, whether retail or trade home furnishings showrooms, we tend to be weak in follow-up. Not everyone, but as an industry, this is a shortcoming. Please consider that there is room for growth here.
Start by planning to schedule follow-up and outreach actions into your work week, not letting them fall into 'when you get to it' status. AND plan them at the best time to produce the desired action –to connect and to get a sale or an appointment.
Notice: When do you give up? When i…
Asking for the Commitment…are you asking enough?
Here’s a question…when you KNOW that the solution you presented is spot on, and the customer agrees…and yet they have a question or a concern – which you overcome, do you then ask for the sale?
And if they hesitate or say: ‘I want to think about it,’ do you manage it and ask for the sale again?
And if the sale is not forthcoming, do you ask for and get an appointment – to ask for the sale again?
Okay, this might seem like waaaayyyyy too much for you. You may call it too aggressive. Too inse…
How to Summarize?
“Let’s recap where we are now….”
“Let’s look at what has been decided and what remains…”
“Let’s summarize where we are now and make sure we are focused on your priorities.”
Notice that these are all ‘stop action’ statements by the salesperson…directing what the next action will be and the benefit of that action.
Summarizing will let the customer/client take a breath and not add new information to the conversation.
It will allow the salesperson to pause and take a breath, get to neutral…
When to Summarize?
With this new skill of summarizing, it is helpful to know when to use it. As you read this, put yourself in your most recent ineffective sales interaction…and by ineffective, I mean that you did not produce a sale or an appointment. Without defense or blame, let’s explore if any of these things happened and if a different outcome might have been achieved if you had summarized.
Did you or the customer get distracted, confused, or overwhelmed? It’s easy to do when there are a lot of details …
Why Summarize?
Summarizing is a fairly new concept for me to work with, so bear with me as I share my initial and inchoate understanding of this valuable tool…so enjoy and use what I know now and please stay tuned for more as I continue to learn what this tool will create and accomplish.
What does summarizing and recapping bring to the sales interaction? Why should we do this?
For both the salesperson and the client/customer it manages distractions. It’s easy to go off on a tangent or to start adding mo…
Securing Appointments
What secures an appointment is a confirmation call and ALL in-person appointments need to be confirmed. If it's a morning appointment, ask them if a call the evening before or early that morning works better for them. If an afternoon appointment, tell them you will call them that morning (say between 9-11) to confirm the appointment.
A call works better than an email or a text because you want to TALK to them! And if you give them homework (whatever was missing when you met them such that …
Objections to Appointments
When we are committed to the process and the outcomes of making appointments, we need to prepare for the objections that come with them…so that when they happen – and they will!.. we are ready with a response that will turn that objection around to make the appointment.
A few of the most common objections and responses are:
“I am busy and will just pop back in.”
“I can understand that…and what many of my clients/customers/designers have found is that by scheduling a time to meet again, …
Process for Selling Intangibles
Selling intangible outcomes like appointments is different from selling tangible outcomes, like sofas or chairs. Selling an intangible requires a process of introducing the concept when you first realize that it will be the intended outcome of the sales interaction. This is because it is CLEAR that the customer cannot buy today – based on the answers to your questions that were intended to determine that (not your assumptions).
At that point, introduce the concept: “Since we can only accompl…
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