It’s all about the “S”

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

S = Shopping and Comparing
For home furnishings showroom sales professionals and sales leaders everywhere

 letter-s

 

Last BADAS question! And it’s a big area.

Especially given the Internet and the vast array of options that people have to purchase home furnishings products.

One of the reasons that traffic is down in most trade and retail showrooms is that customers and designers are able to research and source product over the Internet, whereby reducing their need to physically shop to see, touch, learn about the products they are considering. If that logic continues, it means that everyone who DOES enter a showroom of ANY kind is truly shoppersomewhere in the buying process to purchase. Whether they CAN buy or not is up to them and where they are in their buying process. Whether or not they WILL buy is up to us and how we execute our selling process. That puts the responsibility for the accomplishment squarely on the shoulders of the seller, right?

Having a few questions to ask, such as “Tell me about how you have been researching this?” “Where have you already looked?” “What have you found – did you like it?” “If so, what kept you from moving ahead with it?” “What was still missing that has you continuing to look?”

Couple that with a buying process timeframe: less than 3 weeks for retail purchases, meaning you want to know how long they’ve been looking. Some people are quicker decision makers, some take longer. Knowing which is which is important to understand when they will complete their process.

Overall, BADAS questions are about the RESPONSES YOU GET…  green light answers mean sell it today. Red light answers mean make an appointment today (on the phone or in the showroom or in their home) to sell it tomorrow.  As a seller, you want to ASSUME that they can make a decision today until you ASSESS that they can’t – and determine the actions you need to take to make an appointment to forward the sale.

 

You can do this. It takes practice and focus, and the ability to be with the unfamiliar and the uncomfortable so that you can become familiar and comfortable directing the process by asking questions.

And, of course, if you get stuck…call me.

 

Now, go sell something.

Love, love, love,

Jody

_MG_0788

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

_MG_0788

When do you give up?

schedule-book

For salespeople

Resignation.

At what point in the sales process do you start to tell yourself  “It’s not gonna happen”?

It’s subtle at first.  It often starts with disappointment – maybe the buyer didn’t do something you wanted them to do.  Maybe they didn’t call you back or return an email.  Maybe they didn’t keep an appointment or cancelled without rescheduling.  Maybe they said ‘I’ll get back to you” and that didn’t occur.  That disappointment then lead to frustration and discouragement….and then you just stopped trying and took them off your list of possible sales for this month, or ever.

Whatever it was, there was a point in time that you started to think something other than YES.  And it might not have been because you got a solid NO from the buyer, but rather that the process didn’t move along as swiftly or smoothly as you wanted, expected or imagined it should.  And that resignation started to permeate all of your other opportunities as well.

The power here is not that this never has or never will happen to you.  The power here is noticing WHEN it happens and replacing resignation with another more effective action.  That may be talking to someone who doesn’t share your current perspective, or taking a walk around the building, or doing 50 jumping jacks – SOMETHING to change your state of mind before you get to neutral thinking, envision a positive outcome to the next call, and pick up the phone again and dial.  Resignation is habituated thinking that can be replaced with persistence, an amazing tool for anyone selling anything.

Now, go sell something.

Love,
Jody