Can you sell flooring?
How would you sell something you know nothing about?
If you were given less than 30 seconds to prepare yourself… would you panic? Or
Would you rely on a qualifying process that identifies what the client really wants and how they want to make a decision?
The team at Ray White have been going through our specialised training on Decision Triggers.
Ray White New Zealand
They understood the process, as this was the second session, so they knew that there was going to be lots of role plays.
Little did they know they weren’t going to practice the process for getting a listing as an agent trying to get a listing… but as a salesperson working at Norman, selling “flooring” to walk-in clients.
Their role was a salesperson who specialises in selling residential floors, timber, carpets, you name it.
After the initial “WHAAT!”, they rolled up their sleeves. In about 60 seconds, I asked questions to the team about what information they would need from the client and then follow a similar process they were taught in Decision Triggers to get a listing.
Now it was about getting the client committed to buying a floor from them.
So, what did they learn?
Here’s the feedback from the team.
- Because they knew nothing about floors, they started asking more questions.
- They started to question the answers from the clients.
- They investigated the real reason why the client was looking for flooring.
- They found out the clients’ values in respect to buying a floor.
They found when they explored this further with curiosity:
- GUESS what happened?
- The clients closed themselves.
The biggest insight was that when you stop selling and instead start serving, the client senses it. You don’t sound like all the other salespeople, and the close happens because the client wants to.
Zero pressure. No tricks are needed.
The system that we teach can apply in any industry. People buy from people. When you get really good at doing this, people will make the buying decision. You won’t need to force it or use clever word techniques or worry about your tone. Wouldn’t it be nice just to be yourself?
Would you like to know what are the important factors that make up a Decision Trigger? Schedule a call with us today!
“Quote: We have to continually be jumping off cliffs and developing our wings on the way down.” – Kurt Vonnegut
