Commitment

keep-calm-and-close-the-deal-3

For designers and salespeople

In the last couple of weeks, I have met with hundreds of designers and salespeople and there has been a commonality to their challenges, especially about the end-user / customer / client.

The ‘complaint’  has been that there is no commitment by the customer to their project, as evidenced by their lack of budget, or more exactly, their unwillingness or inability to share that information with the designer or salesperson.

What happens next is where commitment shows up.  If the process continues without that information it will usually proceed to some sort of selection at some sort of price point and (inevitably) some sort of objection will occur.  And that will be a price objection.  It’s predictable.

At this point, the ability of the salesperson or designer to manage that objection will be limited, which includes the skills of managing the concern and resolving it.  And the relationship or the discussion will begin to deteriorate.

So, where the lack of commitment shows up is really with the salesperson or designer, not with the customer or client.  It’s lacking because the designer or salesperson doesn’t find an effective way to get that information before they invest any more time or talent or treasure with this client.  It might be ignorance on the part of the customer/client – they don’t know what the product or project will cost and are expecting the designer or salesperson to come up with a figure.  If that’s the case, stop the process, ask that question, and then start to discuss what it will cost.  It might be that the customer/client doesn’t trust the designer or salesperson with that information yet.  If that’s the case, stop the process and ask that question, and then discuss what would make them feel more comfortable and confident with you or with the process.

In either case, it’s the designer or salesperson who is driving this process and who needs to be responsible for asking and extracting this information.  The customer / client is wired to resist discussing it, so expect that and be prepared to explain why that’s important for you to know in order to move forward.  Commitment shows up when things get difficult, and it’s certainly a challenge to discuss money with someone who is afraid of you or of the process.  Be compassionate, courageous and confident in your ability to engage and discuss this….in the beginning of the process, when it’s part of the selection process and not later, when it’s a point to be negotiated.

Til next time….now, go sell something!

Love, love,
Jody

Advertisements

8 thoughts on “Commitment

  1. Hilarious! That’s THE BIGGEST tip I learned from you that I was just telling someone I learned from you — asking for the sale that, and asking questions along the way (tackling all the objections). I use direct questions constantly because of what I learned from you, and I think sometimes I surprise people and make them laugh sometimes when I do it!

    Cindy

    Cindy Schlesinger Interior Minded http://www.InteriorMinded.com 312-925-3879

    • Thanks, Cindy! I’m delighted that you are sharing this information with others. Keep making them laugh!
      Cheers, Jody

  2. Jody,

    A always you leave your readers with new inspiration and the feeling that as designers we can do an exceptional job! My case in point – keeping calm- was recently helped by you in an extraordinary way and I’d like to briefly share how a quick conversation with you changed the landscape….literally of my project beginnings. As your post relays, how we find our prize selections for installation and how the client does seems to crossover and can be frustrating without a plan of action. You were instrumental in helping me plot the course of action with the architect and builder so that there would be no crossover, helping us each to do the best possible job with a high level of integrity and outcome for the client. Now that the details of who purchases what has been settled ( at the start), we all are working nicely together and with a greater clarity than if you hadn’t shared with me to clear the air from the very beginning. Having done so, there is now a generous respect for all involved and we can all focus on what’s important – a job well done. Thank you Jody for always being a terrific sounding board! We all love and appreciate you!

    Warmly,

    Darden Straus

    • Thank you so much, Darden. It was a pleasure working with you and I am DELIGHTED that you were able to navigate the conversation with the interested parties to the benefit of all involved. Good luck with this fabulous new project! Cheers and love, Jody

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s