Sell More Conservatories! Free Trial and Great Sales Ideas
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"RoofWright makes the difference between winning a sale or not - visual images are so much more powerful than the written word alone."
- Glen Nicholls, F I S Windows, Ipswich, September 2009
Not convinced? Read on to find out more about why you might want a sales presentation in the first place. I was amazed when I discovered this stuff, because it really does work!
As you may be aware, there are three "thinking styles" which your customers may use:-
- Visual (these people think in pictures)
- Auditory (these people think in words and speech)
- Kinesthetic (these people think in terms of action)
People who think visually will often use phrases such as "I see", and won't really understand something until they can visualise it. About 30% of the population are primarily visual thinkers.
People who think aurally will tend use phrases such as "Sounds good to me", and they tend to speak slowly and deliberately, taking great care of the form of words they use. About 30% of the population are primarily auditory thinkers.
Finally, those who think kinesthetically tend to use phrases such as "I feel this would work". They also like physical contact more than people using the other styles. About 40% of the population are primarily Kinesthetic thinkers.Einstein was a kinesthetic!
So what's any of this got to do with selling conservatories?
None of these has any reflection on the intelligence of the customer, and everyone thinks with elements of each style. However, most customers have a dominant style and until you communicate with them using their dominant style, THEY ALMOST CERTAINLY WON'T BUY ANYTHING FROM YOU. This is not just guesswork, it has been tested and is widely accepted by experts in the field of sales training.
Here's where the sales presentation comes in...
Having gained the customer's confidence and asked a series of questions you'll probably have a good idea of what would be suitable for them. We can then draw this (either in the house, or later back at your office) and produce an on-screen presentation or a print-out. This is where the thinking styles come back into play.
If the customer is a visual thinker then your proposal will leap out at them and they'll get it straight away. Be ready for the barrage of questions!
If the customer is an auditory thinker then you can talk them through all of the features one at a time in as much detail as the customer needs, and the drawing acts as a great prompt to the next area to discuss.
If the customer is a kinesthetic (action based) thinker then the very act of holding and touching your drawing will give them a sense of comfort. If the presentation is on-screen - give them the mouse and let them control the drawing, spinning it around and so on.
What about Couples?
Many of your customers will be couples, and each partner will often have a different thinking style. The use of a presentation will allow you to deal with both partners concerns without alienating either of them. So no more domestic arguments as a result of your visit!
Now you're a Consultant!
You'll find that your job has suddenly turned into a consultancy, where you are working with the customer as a team to develop their dream - closing just falls out of the process.
Take Action Now
All of this comes out of the simple step of deciding to take action. Most of your competitors won't be doing this - so the very fact that you've read this far is a pretty good indication to me that you're serious about improving your business in a dramatic way.
More of the discussion above, and many more are addressed in a series of articles which we will send you FREE with no obligation. Simply sign up for our popular newsletter - highly recommended reading!
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