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

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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

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An “A” Doesn’t Come Easy!

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

 

This is a tough question to ask as a qualifying question. It’s not the same as ‘check or wire transfer?’ that you would ask as a closing question.   

Budget is about expectation of what it will cost.  Ability to buy is about what they are able to spend, as in cash or creditwhat-you-can-afford worthiness.  Both questions are about the money, but this one is about what they have to spend to get what they want.

So, how do you find this out as a qualifying question? I find it’s helpful to glove it with other services: “What we do here at X Gallery is……” and then itemize your services: design services, delivery and installation services, CAD services…and include financing services or terms of payment. Then ask if they would like to learn more about any of those.

At this time of year (March/April), retail customers are anticipating tax returns which may serve to fund the majority of the purchase…so they may not be able to buy until they receive their returns.  For designer end-users, this may be the same. Or it may be about access to funds or wire transfer fees. For trade showroom salespeople, it may be to understand how the designer purchases and puts deposits down (checks from clients that need to clear the account before they can purchase or if they have an ‘escrow’ account with the client from which to write deposits). In any case, it’s up to the seller to determine how they are going to finance the purchase, as it’s one of the BADAS questions that determine whether or not a sale can happen TODAY.

Or it may be a good idea to link the Budget and the Ability to Buy questions together to talk about all aspects of the money – expectation, available assets, financing, deposit amounts and timeframes, COD amounts, shipping and installation, product protection costs….all of it.

Because they believe that the sofa is worth $7500 doesn’t mean that they HAVE that to spend on the sofa.

I would love to hear how you address this. Or how you avoid it. Or how you manage it when it comes up if you haven’t brought it up. Or anything else you would like to share about this (or any of the other BADAS questions) that have helped you to determine if the buyer can buy NOW.

 

Now, go sell something!

Love, love, love,

Jody

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