For home furnishings showroom sales professionals and sales leaders everywhere
This is the second installment in a series on Creating Urgency. I get asked by sales leaders how to help their team members to close sales more quickly… and asked by salespeople how to do the same. I know it feels like a guessing game…CAN they buy today? They came into the showroom and said ‘just browsing’, they said ‘I’m not buying today’, they said ‘I never buy without sleeping on it’, they said, they said, they said.
I am not disrespecting what they said or diminishing what they expect the outcome of the sales interaction to be, because it’s just that – an expectation. They didn’t expect to find a salesperson who gave a damn to stick with them beyond their ‘just browsing’ opening salvo, they didn’t expect to find what they wanted or to find it as quickly and easily (or so it seems) as they did, and they didn’t come in expecting to buy today. They are all good, all understandable, and all just expectations.
As a seller, I need more than their expectation to determine our/my outcome. How I am going to determine how much time we spend together today, what we do with that time, and what the outcome will be (a sale or an appointment) is an assessment that I am responsible to drive. My overall expectation to ANY and ALL sales interactions is that they will buy today until I learn that they cannot. If I expect that they will buy now, it will line up all of my actions in that direction. AND I will assess by asking specific questions, whether or not they can actually purchase. As a seller, I am responsible to figure that out, as it informs everything that I do with them. How I determine if they CAN buy today is by asking and getting responses to the B-A-D-A-S Questions and supporting and recording those answers by Thinking with a Pencil. They are both essential aspects of the Qualifying Step; the process we use with each and every opportunity to not only ascertain project and product information, but also their buying process information….where they are in the buying process and if the conditions are favorable for them to purchase now.
In my next blog, we’ll go deeper into both of those, so stay tuned…..or if you just can’t wait, give me a call and ask!
Now, go sell something!