THANKSGIVING IN AUGUST

Observations and Recommendations

For designers and showroom salespeople everywhere

It’s still August. The temperature in New England is hovering around 90 today with a lovely breeze. The mornings have been cTime-for-Actionooler, foretelling the Fall to come. NOW is the time for customers, clients, end-users to be buying furniture for the holidays … even though it seems ridiculous. We are about 15 weeks from Thanksgiving, 20 weeks from Christmas. NOW is the time to buy. 

A while back I stumbled into this product when Dennis Miller and I were discussing the hard copy version of this time line instrument.  Dennis had been ordering the 3D version of this product, with his company logo on it, to give as a gift/give away to designers (a great idea!). I investigated this product for the same reason, but when I went online, I found the app instead and fell in love…and loaded it on my iPhone immediately. (sorry, not available for androids). And I decided to share this with you along with some thoughts on how to use it effectively. Screen Shot 2014-06-20 at 10.01.00 AM

When trade showroom salespeople quote product lead time to a designer, they often speak in vagaries….12-18 weeks, 3-4 months, etc.  And everyone nods knowingly.  The same thing happens when a retail salesperson or designer quotes timeframe to a client.  And both of the ‘sellers’ believe that their ‘buyer’ clearly understands when things will happen and when they need to happen – but they don’t.  Because what they are missing are 2 critical components: Clarity and Commitment.

Clarity looks and sounds like this: “For us to make your installation/delivery deadline of September 25  (open Lead Time Lite and spin the wheel – which is 18 weeks from today as I write this) we need to place the order by Friday, June 6, which is 2 weeks from today.”

Commitment looks and sounds like this: “What do you need to do on your end to make that date happen?” (and wait for specific response and action). 

Then, “What can I do to support you in making that happen?” (and again, wait for specific response and action). 

Finally, “Let’s put these dates and actions on our calendars now so that we can keep in touch and keep on schedule.  Thank you so much for your partnership!”

Lead Time Lite.  Check it out.  It’s simple, free and priceless.

Now go sell something!

Love,

Jody

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A = Availability

Evaluating B-A-D-A-S Questions to determine outcome:

Another BADAS Question – A = Availability.

For home furnishings showroom sales professionals and sales leaders everywhere

 

When we are looking to learn when the buyer can buy, one of the areas that the buyer needs to be mindful of is when they need it.  Is time a motivating factor for them?  And if it isn’t motivating, what is there relationship to the time it takes to have atime date custom product fabricated and installed in their space?

Often, the first pass at availability is sloughed off… “I asked them if they needed it quickly and they said no.”  And then no further discussion was had. Consider framing the time from a production perspective:  “As it takes 16-20 weeks for production, if we placed the order by next Friday, we would be looking at (give a date range – actual dates!) for delivery and installation. How is that for you?”    THAT is a different question!

Ask specific questions about their Availability!

– If you are a showroom working with designers, they may not have asked their client this question. So your question to the designer is  either “When do you think your client would like to have this in their home?” or  “What is the installation date for this project?”

– If you are a showroom working directly with retail customers, ask: “Is there an event or an empty space that will impact when you have this project completed by?”

– If you are a designer working with a client, ask: “When are we intending to have this project completed?” You need a date for EVERYONE to line up their schedules, their teams, their production…it all starts with YOU so please establish a delivery/installation date early and share it with those who work with you.

The more that your client is clear about the timing, the more of a green light it is for you. And if they are not clear, or ‘time is no object’ then CREATE a timeframe for them so that you have some structure to work within.

And of course, there is Lead Time Lite app to help you with showing them the realities of time.  Look back through my

archived blogs for that one…It’s spot on.Screen Shot 2014-06-20 at 10.01.00 AM

Have questions? Want to talk through a specific challenge you are having? Contact me for your FREE consultation today!

More to come with D=Decision Maker!

Now, go sell something!

Love, love, love….

Jody

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