Welcome & Introductions – meet instructors and fellow attendees

• Mission and Goals

• Purpose of the Sales Training Class

• State of the Industry

Introduction to Consultation Selling

• Two types of selling:

1. Product comparative features and benefits, and pricing
2. Consultation selling where you create a solution that is different from product

• Question Techniques – Open and Closed end questions

• One Call Closing – why it benefits customer and consultant

Step 1A – First phone call – The Sale Begins on the Phone - One Call Closing

• Phone call is FIRST appointment. Why?

• Make a friend – Appointment Information Form

• Focus on People, not Products

• Introduce Good/Better/Best

• Customer homework assignments

Step 1B – Final Confirmation

• Confirm 2 important, 4 critical Questions

• Have you had a chance…

Step 2 – Entering the Home…Connect with the Customer

• Observe, ask questions, listen.

• Focus on “feelings” associated with “things”

Step 3 – Home Tour…Build Trust/Rapport

• Transition from products and prices to feelings and emotions:

• Hopes, Dreams, and Aspirations

Step 4 – Qualifying Plans and Needs

• Clear out the most common objections NOW

• Cover these things up front, before you do the ‘work’ of decorating

Step 5 – Tell Your Story…Presentation Portfolio

• Establish yourself as a leader, differentiate you from competition

• Builds customer confidence – Information she needs to know

• Focus on what these things mean to your customer, the benefits

Step 6 – Product & Treatment…setting the foundation for finding the budget

• Show photos and sketch

• Build excitement slowly, first addressing functional needs then transition to decorative needs.

• Narrow down product categories and design direction

Step 7 – Budget and Trial Close

• Determine if they are ready to finalize the order

• Remove all stress now, so that when we decorate, the focus is pure emotion and excitement!

• Eyeball Estimate

Showtime! - Design Presentation

• Use your creativity

• Use the customers words

Closing Sequence to complete the sale

• Summarizing and Building Value

• Pricing from charts in minutes