P-P-L

For design trade showroom sales teams

Stands for Profile, Price point, Lead time…..which is what you need to learn from each and every designer who comes into your showroom.

When you sell a product with a high level of customization, the profile or silhouette is what identifies the outlining mass of the piece.  It’s the edges of what the designer imagines in that place in the space.  It’s important to see what they see so you can find it within your resources (especially if you don’t have it on the floor).  This IS something that a designer can articulate…so be patient as you wait for the answer to the question you asked.

Another key value and defining criteria is price point.  Where does the designer need to be with items they are discussing with you now?  You might ask “What’s the price point we want to stay within on this item?” and you’ll get an array of responses – from ‘money is not object’ (almost always not so, at least not to their client) to ‘we haven’t decided yet’ (which is good to know and usually indicates that the designer hasn’t asked), to an actual price point number (which may or may not be reasonable for the quality or customization desired).  When it comes to price point and budget you don’t have to have it both ways – there’s not NO budget AND it’s too expensive.  More on this another time…

Lead time is critical for showroom salespeople (who represent manufacturing companies) to determine when the client wants or needs to have the product in their space.  They either have one now or they don’t, in which case you have to create one.  Or it can either be met or not.  The designer and showroom salesperson can work out a timeline of actions to take to meet the deadline and client expectation. It’s a remarkably simple and incredibly essential aspect to fulfilling on core client desires of ‘on time / on budget’, as well as the aesthetic and functionality of a well-designed and executed space.

As a fellow salesperson, please know – we gotta ask.  We are the ones responsible for finding out this information and not waiting to see if the designer offers it.  These are targets that move us forward and milestones to push back from.  When we use them to format our sales process and forecast our sales objectives, we will more consistently satisfy clients and make goal.  Simple.

Love,
Jody

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4 thoughts on “P-P-L

  1. This is brilliant in its (your) simplicity. And as usual, there’s more there than meets the eye. It needs a chapter in your book with a How To dialogue section… i.e. the content to the chapter. You just gave us the structure. The Book = Both. There isn’t anyone who understands selling and selling design better than you, Jody.

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