From an ‘A’ to a ‘D’….Making Progress

Evaluating B-A-D-A-S Questions to determine outcome – D=Decision Maker

For home furnishings showroom sales professionals and sales leaders everywhere

This is a hotbed question! I find that salespeople and designers have a strong reaction to this question. Maybe it’s because in the past there was a gender bias attached to it…even though, in home furnishings and interiors  decision-making-mindset 80% of the decisions are made by the woman.  And that’s STILL not a good enough reason to not ask.  Maybe it’s because if it’s not asked with sensitivity, the buyer may feel disrespected (as if they don’t matter to this interaction).

We want to look at what the question is meant to determine – simply, is everyone here who needs to be here for us to make a decision NOW?

It’s not about who’s the boss, or whose opinion matters more. It’s about the seller determining if a sale can occur today, because it can only occur if all of the decision makers who need to be present are present. decision makers present

If you are a retail designer or salesperson, you would be asking this question directly to the buyer…and determining if all parties are present. You might ask if there is anyone else who needs to participate in the selection process and the clients says no. Double check by asking. “So, if we find what you are looking for today, can we go ahead with it?” and see what they say.  A spouse or best friend might miraculously appear!

If you are a trade showroom salesperson, you might ask a couple of questions: How do the clients make decisions on products and design? How do they take direction from the designer? The second question is a touchy one…as a designer you need to be real about what the client values in your opinion or direction.  How much does your client listen to you? When you tell them what they need to do, do they do it? If you are showing options to a design and have a personal preference, do they follow your direction? Just some things to consider in the decision making process. If you are a showroom salesperson, you need to understand when working with designers on projects, that different designers manage their clients differently.

In the end, it doesn’t matter if everyone is here – unless it matters  – like in a purchasing presentation, signing of contracts, legal decision making, as they are all actions that align with getting the business now.  It matters that YOU know who needs to be here and if they are here…or if you need to make an appointment to meet again in order to close the deal.

This is challenging but surely not impossible. And if you need help, you know I am always close by.

Now, go sell something!

Love, love, love….

Jody

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