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| Issue #80 - Sell Like a Star |
Dear Fred,
When selling interior design services, it's no
longer
good enough to be "good enough."
THIS MONTH:
+ Get Serious About Selling
+ NEW Sales Audio! July 9 Deadline
+ Selling Sins
+ Get Serious About Selling
Interior design may be your passion, and creativity your
gift, but salesmanship is your key to success.
If you think you're "just a designer, not a salesperson,"
you're in denial. Perhaps you're in debt. And chances are
you won't be in business much longer.
To make it to the top today, you have be a selling "Star."
But how?
For starters, you have to sell yourself. You must come
across as a unique, 1-of-a-kind design professional.
You need to convince buyers that if they want what you
sell, they absolutely, positively must come to YOU to get
it.
Selling like a Star means asking more prospects more
questions. That's how you identify their pain, and present
yourself as the remedy.
Selling like a Star means creating immediacy,
selling "Now" as well as "Wow!" And spelling out bottom
line benefits, like energy savings and enhanced home
value.
And preparing for every "Question from Hell" and
price objection, so you can turn bellyachers into
believers.
Selling like a Star means up-selling and cross-selling,
peddling the window treatments as you lay out the
furniture, or offering to do the corporate offices.
And discussing "Phase II" before you start Phase I.
Selling like a Star means simplifying the buying process
in tough times, offering pricing packages and
flexible financing.
And selling like a Star means selling while you sleep,
offering products, floor plans and more from your on-line
store to buyers worldwide.
+ Selling Sins
You can't sell well unless you rid yourself of these
Terrible Ten Selling Sins of Design Professionals:
1/ Failing to Chart Your Course. A design
professional without a sales plan is like a ship without a
rudder.
2/ Failing to Qualify Prospects. If they can’t
afford your price, you can’t afford to waste your time.
3/ Failing to Play Doctor. You need to find out
what really hurts. Hint: It isn’t your price.
4/ Fear of Price Objections. Welcome them! They’re
buying signals.
5/ Cutting Your Price Without Cutting Your Service.
If they want to pay less, you should provide less.
6/ Missing Signals. Questions about delivery,
warranty, service, etc. mean they’re ready to buy. Are you
ready to sell?
7/ Failing to Ask for Referrals.Ask, and ye shall
receive. Don’t, and you won’t.
8/ Failing to Upsell. Excuse me you left something
on the table: money.
9/Failing to Ask for the Sale.How else can you seal
the deal?
10/ Failing to Sell Yourself. The most important
sale you’ll ever make is the personal one.
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