I Can Get it Cheaper
When customers think your price is too high…usually it is because they do not have enough information to justify the price.
It doesn’t really matter how they say it, “Your price is to high” or “I can get it cheaper somewhere else” because weather the customer is correct or not they will think they are right.
How would you react to a statement like this from your customer? Are you defending your price? Are you making concessions? The fact of the matter is…your customer may be thinking “The features and benefits are not worth the price you are asking”!
Your customer will always think “What’s In It For Me” (W.I.I.F.M.)? In sales we need to find a way to communicate all questions that your customers may have. Let me assure you…the answers will be different every time! Click here to read more.. »
Losing Customers?
Are you missing the “really good” customers? Are you getting only the “shoppers” and “lookers”?
It is really too bad. You could outsell your biggest competitor, even the big box stores, if you could get a few really good customers. But all you get in these tough times are shoppers and lookers. “No thanks, I’m just looking.”
Sales Person: “Can I help you?”
Customer: “No thanks, I’m just looking.”
A little bit later… Click here to read more.. »
Ready for Action?
When you are on the showroom floor, always look alert and willing to do business. Before you speak a word, your body language is very important in making customers feel comfortable.
Take a relaxed, comfortable stance; this will make you look more approachable. NEVER lean on walls or fixtures.
When you are working on displays, fixing samples, or you have a conversation with your colleagues, stop what you’re doing immediately when approached by a customer. If you hesitate, even for a second, it will send the message, “I’m busy, you’re interrupting me.”
Smile. Even if you don’t feel like it. You will be surprised how much a smile can change. When you smile, your customers smile back.
Make eye contact and KEEP it. If you look at a customer and then look away, you just dismissed her. After you’ve made eye contact, you have to do something to welcome the customer in your store.
Marpeting – Advertising & Marketing for Carpeting & Flooring
The book was written to help carpet retailers be more successful by using marketing and advertising techniques that are used every day by seasoned advertising professionals. This book is free to all Tuftex dealers and it does not promote Tuftex carpet but does offer some great tips that retailers can use to be more successful.
You can pre-register to get a book, please send an e-mail with your name and Shaw account number to stefan.hoher@shawinc.com
Check out our website marpeting.com.
Your Sales Position
I have a quick lesson for you: take a look at the two silhouettes of salespeople… which one would you trust more?
If one of them told you ““This is the best price I can give you””, which one would you believe? Which one would you try to negotiate a better price?
It is amazing, when your hands are just hanging down (below the waistline) how less confident, less trusting and assured we feel about the silhouette.
Click here to read more.. »
Is Price an Issue?
Price is always much more important in the mind of the seller than in the mind of the buyer
Especially when it comes to bigger investments the consumer will try to solve the problem the best way rather than to save money on the purchase. This is especially true for flooring. When she is buying a fly swatter she might not care about quality. If it breaks after the 40th fly she is just getting a new one. Flooring is an investment with more important objectives than just price.
The sales training firm VASS based in Atlanta conducted a study which found that 67% of salespeople will volunteer to cut prices, without being asked. This usually happens because the sales person doesn’t feel the product and service his company offers is worth the price he is asking for. Not only the sales person does his job, a good customer has to do her job as well: to get the best possible product and service for the best price.
Click here to read more.. »
The Greeting
I’m sure you know that every person has their personal space. This space is about 6-18 inches and we carry it around with us. But there is more to this bubble, there are also zones around us.
For the greeting it is ideal to stay within the public or in the social zone. This could be about a 15 feet distance. There is no exact number because it varies by location. The zone is smaller in Manhattan, NY than it is in Mullen, NE where people tend to have more space in general. Click here to read more.. »