Recently, we discussed being UP when you are next up in rotation. UP. Interested. Excited. Enthusiastic. Ready to give the next customer the BEST experience.

Now that the door has opened and the customer is here, take a breath. Take a look. Get a sense of them before you greet them.

Do they appear happy to be here? Do they appear apprehensive or unsure? Are they looking around, or are they focused on something in particular? Are they alone, or with someone? Are they walking quickly, slowly, co…

This is the first in a series on increasing effectiveness early in the interaction, which will impact your ability to close or to schedule an appointment. As always, there will be actions for sales associates to take and for sales managers to take and coach.

Traffic is not the problem. Conversion is.

Since traffic is down in many markets, driven by multiple sources, let’s look at how we can make the best of the traffic that IS coming into the showroom. And let’s start with the first encounter,…

This is the last in a series on Asking Discovery Questions, the most critical step in the sales process. There will be actions for sales associates and sales managers to accompany each installment.

The primary function of the BADAS Questions is to learn if the customer can buy TODAY by how they answer the questions. Their answers reflect where they are in their buying process.

The questions are not asked in order but asked as a conversation. Ask the easier ones, like Shopping and Timeframe fir…