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

_MG_0788

Put the B in B-A-D-A-S

Evaluating B-A-D-A-S Questions to determine outcome
For home furnishings showroom sales professionals and sales leaders everywhere

In the last installment in this series on Creating Urgency, I spoke of 2 actions and areas that will allow you, the seller, to ascertain where the buyer is in their buying process. Knowing where your buyer is at can determine if there is going to be a sale today or if you need to work toward getting an appointment. Your first action is asking the BADAS Questions of each and every customer, each and every time!

BI have written about the BADAS Questions often and have reconciled myself to the fact that I will be teaching them until I stop teaching designers and salespeople how to make more money. The basics NEVER go out of style! Now, let’s take a look at how the BADAS Questions relate to the sense of urgency and the buyer’s motivating factors.

Ready?

B = Budget

Budget is what the buyer is EXPECTING to invest in the item or the room at this time. This number (and there is a number) may be reasonable or unreasonable and may include more than just the item or items. This number may include contractors or other vendors and is really just the start of what the actual number will be. But it’s a start. And that’s how to relate to it and relate that to the customer. If you are in ‘the ball park’ say so. If theirs is not a reasonable number, ask your client how they arrived at it and what they expected it would include. If their answer is also unreasonable, know that it might just be that they are early in their process and don’t know better…yet. And please, please don’t take it as a personal offense against you. Ignorance isn’t stupid and it isn’t mean. It’s just that they don’t know better…yet.
red-light-green-light-freshness-illustration-83375555The accuracy of this number to the reality of what it will take to purchase is an indicator of how able they are to buy now. If it’s realistic, then it’s a GREEN light to move forward.
At the end of the BADAS questions you want to see how many red or green lights you have – to either move to the close or the contract or to move to the appointment.
And, these questions are not asked in this order necessarily. They are MEMORIZED in this order so that you remember to ask them, each and every customer, each and every time.

Next time, A = Availability / Time frame.

Now, go sell something!
Love, love,
Jody

_MG_0788