Sales Tactics Flashcards
“We are trying to get rid of our current flooring”
Can you tell me a bit about the decor in your house? Do you like your current cabinets?
To avoid hearing “I don’t see anything I really like” after showing a product
First ask the customer what they are looking for, what decor they have, what their vision is for the final result
“I am deciding between laminate and LVP”
- LVP has proven to be longer lasting and more durable
End goal of the conversation with the customer
Have the customer leave excited for their new flooring
What is product knowledge?
Understanding the products/services offered, what they solve for, how they do it, and the benefits and drawbacks of each.
What does market knowledge encompass?
Who the customers are, what they are looking for, the current industry standard, and trends or changes occurring.
Why is competitive analysis important?
It helps to understand the strengths and weaknesses of competitors and how they solve the same problems as your products/services.
What is a value statement?
A declaration that outlines the value or benefits of a product/service, often referred to as a ‘Value Proposition.’
True or False: The need for an elevator pitch has increased in modern sales.
False
Fill in the blank: Understanding the _______ is crucial for knowing what your customers are looking for.
market
What do prospects prioritize in a sales conversation?
Solutions to their specific problems.
What should sales reps be aware of regarding their competition?
The competition’s strengths, weaknesses, and how they solve similar problems.
List the key components of product knowledge.
- What the products/services solve for
- How they work
- Benefits
- Drawbacks
What is a key expectation of present and future clients regarding sales representatives?
That they are aware of the competition and can demonstrate why clients should choose their products/services.
What is the first type of carpet?
Carpet for people who are renting or selling the house
What is the second type of carpet?
Going to live in home 3 to 5 years and sell or rent the house
What is the third type of carpet?
Carpet for busy families, kids, pets, 10+ years
What is the fourth type of carpet?
We are going to live here the rest of our lives
What is the fifth type of carpet?
Berber/Patterns
What should I have in stock when selling a house?
I like to have a couple carpets in stock if possible.
What are the best carpet choices for selling a house?
2 choices are the best: Grey and Beige.
These were selected by Realtors to help sell the house faster for more money.
What happens if you show a larger selection of carpets?
They will ask to see more.
What is most important to the customer?
How it looks
What is the second most important aspect to the customer?
How it feels
What is the third consideration for the customer?
The ability to keep it clean
What is the fourth factor that matters to the customer?
How long will it last?
How often do you vacuum?
Consider your vacuuming frequency as part of your carpet care.
What is the impact of taking care of your carpet?
If you take really good care of your carpet, it will last you forever.
What happens if people don’t take care of their carpet?
Some people don’t take care of their carpet, so even really great quality won’t last them long.
What should you ask when setting an in-home estimate for a family with long-term plans in their home?
Don’t ask: “What color do you like?” or “What style do you like?”
Ask: “Do you know what you are looking for, or would you like me to bring a good selection out for you?”
How do you tailor your selections for a growing family during an estimate?
Bring options that align with their long-term living goals.
Present a variety of styles or choices
What strategy should you use when offering product options?
Use the “Good, Better, Best” approach:
Show the 45-ounce option.
Show the 55-ounce option.
Show the 65-ounce or higher in the same selection.
What is the first step to practice when presenting carpet options?
Show them a carpet that is more expensive than they planned to spend.
Be prepared to walk back to a less expensive option.
How should you compare two carpet options for a customer?
Provide both prices.
Highlight the differences between the two products.
When you give a customer a price
-Put the pen down
-Shut up and let the customer talk
-Next one who speaks loses
Closing line if customer doesn’t like the price
Offer financing or a credit card first. Not the choice of if they will purchase it or not
Closing line about time frame
14 day installation available with select stainmasters. Today is * and the project could be done by * if purchased today
Closing line - sales
Bring up the end date of the sale
9 word follow up
Hi blank
Are you still interested in getting flooring for your room they wanted done?
