Working at Thomasville Home Furnishings
as a Design Consultant with various levels of sales talent, I was surprised to see how many designers felt customers have an obligation to buy from them because they offered some suggestions. The designers actually believed the services they offered were gifts to the consumers rather than an opportunity to create a relationship. There were so many people who constantly applied for positions at the Thomasville gallery under the impression that since they had good color schemes in mind or a taste for textiles, they would be great salespeople. The problem was that they often lacked people skills, the skills necessary to actually facilitate relationships. A lot of them didn't really even enjoy people, how can you work in sales and not like people? Customers would come to pick their brains and go elsewhere to close the deal. It wasn’t that the showroom lacked selection or the pricing wasn’t in their budget. The reason the customers purchased from another retailer was that the designer failed to build a rapport. Rapports are built on trust, honesty, and confidence and if these attributes are not fully engaged within the discovery phase, a customer will buy from someone else or somewhere else. Continue reading
Success Optimization Plan (SOP)
You are what motivates the selling process. First impressions are a once in a lifetime achievement. But there are steps to take to get to the ultimate place, “The Close” .
This S.O.P is about:
- The Partnership
You can’t be just ordinary, you must be ordinary doing extraordinary things really well. As a sales person what tools do you have in your tool belt that makes you extraordinary? When you think about your favorite hotel, what is it that makes you return? Consistency, The unique selling proposition that set the standards and offers the advantage over other places to stay. Back in the late 80’s, I traveled to San Francisco on a conference with Federated Department stores. Of course I wanted the experience of checking out all the department stores we didn’t have in the Midwest where I was currently living. I stumbled upon Nordstroms Department store. Wow, I always heard that Nordstroms had an awesome shoe department and I thought , let me go and see if they have any purple suede shoes I might like. I had an invite to an affair I was planning on attending the next week , and I wasn’t prepared. Moseying along the department a gentleman approaches me and asked the question, “may I help you find something” I replied with the typical answer “just looking”. Being the extraordinary product of his environment, setting the standards and offering the level of consistency Nordstroms has always been known for, he asked was I looking for shoes for a certain event? Continue reading