For sales professionals, everywhere. I am often asked how to manage the interaction between spouses or decision makers; how to work with them together to come to a positive result (the sale). To do that, we need to be prepared, … Continue reading
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 a 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.
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….
Featured Designers: Susan Victor and Sue Shannon Nandina Home I really don’t remember how I met Susan Victor….all I remember is that I liked her immediately. I do remember that one of our first conversations was about a … Continue reading