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Post by phugly on Aug 31, 2005 21:05:08 GMT 1
This is another on I get a lot of. My usual reaction is to find out why they only want a quote. Sometimes its "we're just shopping round" or it could be "weve got someone else coming this afternoon/tomorrow" . In both cases I show them the mag and emphasise all the great deals we have going at the moment without telling them that we always have great deals on. Sometimes it works.
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Post by Augustus on Aug 31, 2005 21:10:25 GMT 1
I treat this differently depending on how I'm feeling.
Sometimes I'll go into discounts to get the order on the day.
9 times out of 10 I'm sure it's down to price and if you work on it they will go for it.
Keep them saying 'yes' through the call, that helps aswell.
Ask them if they are happy wit hwhat they have chosen. Re-affirm them when they are being positive as well.
P.
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Post by phugly on Sept 1, 2005 15:53:47 GMT 1
Tried your method today, success
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Post by Augustus on Sept 1, 2005 16:03:13 GMT 1
Do I get commission ?
P.
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lidstone
New Member
I'm still waiting!
Posts: 11
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Post by lidstone on Dec 1, 2005 21:01:32 GMT 1
My fsm kept saying to me"you don't put enough quotes in!" My answer was; do you want quotes or orders? My strike rate is about 95%, once I get in the door. Most of the time, it is down to price, so discount and get 14.6% of something, rather than 0% of nothing, and a wasted visit. (Without being silly of course) At the end of the day-- orders= commision= ;D  |
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Post by russell on Dec 1, 2005 21:05:04 GMT 1
exactly lidstone build small sales into large ones for the future ;D70% of my sales are self gen and rec i had a fsm once who wanted more quotes my strike rate was high too what can you do  |
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Post by greenpesto on Dec 1, 2005 22:49:09 GMT 1
Nice attitude everyone!!!
My answer to this is the same as on other topics of this type that I have also responded to.
Most customers lay down smoke screens for us ... they are basically scared of showing a true interest in our products & are often embarrassed to say they can't afford the blinds so feel more comfortable telling us lies to make themselves feel that they remain in their comfort zone.
Ignore these comments & get them to offer their true objection which is usually down to price or budget. Asking direct questions like ' What had you expected to pay?' or 'What do you want to pay?' will give you a more realistic idea what they really want. Sometimes a small financial incentive by way of a discount will usually secure an order.
Pity we can get this advise from our FSM's eh?
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Post by desmorse on Dec 1, 2005 23:03:54 GMT 1
I often use this type of questioning, greenpesto. Whatever price customer gives, I offer something about 15% higher, which is what they really mean. If they like look of 1 fabric, but price of another, I'll split the difference. Gets about 70% success.
Problem is, a lot but not all, are expecting £99. I've got the largest council estate in England on my patch. The lead effect for that postcode in November was £74. Two other PCs £150-£200, 4 @ £200-£300 and 2 over £300. I'm selling the same, but I'm never going to achieve those higher values overall
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Number6
New Member
"information.... you wont get it"
Posts: 3
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Post by Number6 on Dec 9, 2005 1:19:16 GMT 1
I always ask them up front how much they are looking to pay. I always default quote them on acacia for verts, then show them the 50% off stuff with a 10% off voucher price- works about 80% of the time. SAM helps a lot as I tell them that it is linked directly into Hillarys mainframe.
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Post by Augustus on Dec 9, 2005 1:30:43 GMT 1
I think that, to be fair most of us are pretty good salesmen ( and saleswomen ! ), but this thread should still stay alive not just to help us all evolve but also as a point of reference for the newer advisors.
P.
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lidstone
New Member
I'm still waiting!
Posts: 11
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Post by lidstone on Dec 29, 2005 13:29:48 GMT 1
Don't forget the 0% iinterest free option, if they want a lot of blinds. I've had customers ask for a quote for the whole house, only to say "I'll only do my lounge at this time, and then bedroom 1 in a couple of months" etc. Tell them they can have the lot in one go, but pay for them in the same time frame. Be sure to add that you're not questioning their ability to pay, but that it gets the whole job done and doesn't cost them a penny more. All for the price of filling out a simple form.
It's worked for me a few times. However, some people don't do "On the drip"!
It's another tool at our diposal--give it a go!
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Post by RED on Dec 29, 2005 14:13:46 GMT 1
Don't forget the 0% iinterest free option, if they want a lot of blinds. I've had customers ask for a quote for the whole house, only to say "I'll only do my lounge at this time, and then bedroom 1 in a couple of months" etc. Tell them they can have the lot in one go, but pay for them in the same time frame. Be sure to add that you're not questioning their ability to pay, but that it gets the whole job done and doesn't cost them a penny more. All for the price of filling out a simple form. It's worked for me a few times. However, some people don't do "On the drip"! It's another tool at our diposal--give it a go! The interest Free option is a good tool to have, If however you are prepared to wait up to 8 months for your commission. I have used it twice, one took 4 months and the other fitted in June still isn't paid. I much preferred the post dated cheque system, this swung many a deal for me but people are put off by the long winded forms and giving out private info to a sales person. I think the present system would be better enhanced if the customer wanting the interest free option were to give the deposit as normal and a representative from Hillary's H/O direct were to follow up the paper work, giving it a more professional feel for the customer. Red |
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