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Process
Objections to Appointments
When we are committed to the process and the outcomes of making appointments, we need to prepare for the objections that come with them…so that when they happen – and they will!.. we are ready with a response that will turn that objection around to make the appointment.
A few of the most common objections and responses are:
“I am busy and will just pop back in.”
“I can understand that…and what many of my clients/customers/designers have found is that by scheduling a time to meet again, …
Equals (Product) Solution
If you are still reading this series, you have come to the summary of addition: Problem plus Priorities plus Process equals Solution.
The product solution that you create by asking questions in these three areas and combining the answers will produce a solution that will compel the customer to take action…now.
Presenting a solution that captures the essence of what matters most to the customer standing in front of you requires focus, attention, patience, and persistence. And the satisfacti…
Process…plus….
Of the three key points, this one is most critical to know in order to direct the interaction to an outcome today – and the only outcomes that count are a sale or an appointment.
Every buyer is somewhere in their buying decision. Where they are and what they have done and what remains to be done will impact what they CAN do today.
Surprisingly, this is the area least explored by most salespeople or considered critical in what outcome can be achieved today. And I assert that not knowing th…
Problem…plus….
In this series, I am going to share a perspective with you that will have a lasting impact. These three initial points added together create something…something worth sticking around for.
When people have a home furnishings problem, they seek a solution with a designer or with a retail showroom. They come with a problem to be solved or a vision to be realized – or both. It is up to the professional service provider to find out what that is and to satisfy it.
To put this into place,…
Conscious Consistency
Conscious Consistency. I love the way this sounds. It came up in a coaching call (as so many things do!) and I had to write it down.
Conscious. Consistency. Two related but separate qualities that contribute to making new habits. Cool, huh?
Conscious. Present. Mindful. In the moment. Paying attention. Being focused on the action now. Noticing my thinking and how it impacts my actions.
Consistency. Repeating things that work. And again. Noticing how the action starts to become second na…
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