Tough question in this industry. What manufactures and dealers say is unique doesn't always translate as unique in the buyer’s eyes. Except when you get to SEE the buyer’s eyes in a live interaction like a sales pitch. Live conversations are the game changer – if you do them right!
"We're all in sales now" is the theme from Daniel Pink's book, "To Sell is Human" and it couldn't be more true for dealer designers. In collaboration with Alexandra Tseffos, Silent T Consulting, Moving Designers is a program that fuses designers existing skills in product knowledge and design with technology (CET) and selling skills. Contact us for more information.
There are three major elements to a win:
You likely spend the majority of your time on the first two. Have you ever planned the customer presentation on the way to the meeting? Do you and your team rely on your experience alone to connect with the buyer? Customers expect more. We are the experts to help you develop your presentation structure and content. Elevate your meetings and presentations to the level the customer expects.
Our Sales Strategy LADDER steps a team through the preparation needed to really shine when interacting with the influencers and decision team. We work with you on opportunities in-the-funnel, not hypothetical scenarios. Your team will be prepared for presentations, tours and meetings today, and they'll apply the skills tomorrow. Everything is customized for contract furniture, which is the most complex sales situation anywhere.
End users make pivotal decisions all along the buying process. The showroom visit is one of those times when they decide about you. You need to be authentic, conversational and memorable. It’s hard to stand out when showrooms tend to look the same and designers schedule 4 visits in one day, all with the same "assignment". Our expertise makes all the difference to the visit experience you create. Be prepared with a message that focuses on the visitor more than the product, answers the designer requirements, and speaks to the pivotal decision they make after they leave. (This is a 90 minute in-person session)
We're known for our expert sales coaching on mock-up presentations. We’ll join your planning sessions after you order the product to:
With a presentation coach, you'll
“win for today and learn for tomorrow”
We help you with coaching on the simple 4-workstation deal to the complex 5 story HQ, always adding strategy, refinement and innovation to your customer or influencer meetings, tours and presentations. Let's talk about an on-going, affordable option for your team to increase wins and sales rep performance.
Or we can help you on a single upcoming presentation.