Sales Tactics

Question 1

“We are trying to get rid of our current flooring”

Answer 1

Can you tell me a bit about the decor in your house? Do you like your current cabinets?

Question 2

To avoid hearing “I don’t see anything I really like” after showing a product

Answer 2

First ask the customer what they are looking for, what decor they have, what their vision is for the final result

Question 3

“I am deciding between laminate and LVP”

Answer 3

• LVP has proven to be longer lasting and more durable

Question 4

End goal of the conversation with the customer

Answer 4

Have the customer leave excited for their new flooring

Question 5

What is product knowledge?

Answer 5

Understanding the products/services offered, what they solve for, how they do it, and the benefits and drawbacks of each.

Question 6

What does market knowledge encompass?

Answer 6

Who the customers are, what they are looking for, the current industry standard, and trends or changes occurring.

Question 7

Why is competitive analysis important?

Answer 7

It helps to understand the strengths and weaknesses of competitors and how they solve the same problems as your products/services.

Question 8

What is a value statement?

Answer 8

A declaration that outlines the value or benefits of a product/service, often referred to as a ‘Value Proposition.’

Question 9

True or False: The need for an elevator pitch has increased in modern sales.

Answer 9

False

Question 10

Fill in the blank: Understanding the _______ is crucial for knowing what your customers are looking for.

Answer 10

market

Question 11

What do prospects prioritize in a sales conversation?

Answer 11

Solutions to their specific problems.

Question 12

What should sales reps be aware of regarding their competition?

Answer 12

The competition’s strengths, weaknesses, and how they solve similar problems.

Question 13

List the key components of product knowledge.

Answer 13

• What the products/services solve for
• How they work
• Benefits
• Drawbacks

Question 14

What is a key expectation of present and future clients regarding sales representatives?

Answer 14

That they are aware of the competition and can demonstrate why clients should choose their products/services.

Question 15

What is the first type of carpet?

Answer 15

Carpet for people who are renting or selling the house

Question 16

What is the second type of carpet?

Answer 16

Going to live in home 3 to 5 years and sell or rent the house

Question 17

What is the third type of carpet?

Answer 17

Carpet for busy families, kids, pets, 10+ years

Question 18

What is the fourth type of carpet?

Answer 18

We are going to live here the rest of our lives

Question 19

What is the fifth type of carpet?

Answer 19

Berber/Patterns

Question 20

What should I have in stock when selling a house?

Answer 20

I like to have a couple carpets in stock if possible.

Question 21

What are the best carpet choices for selling a house?

Answer 21

2 choices are the best: Grey and Beige.

These were selected by Realtors to help sell the house faster for more money.

Question 22

What happens if you show a larger selection of carpets?

Answer 22

They will ask to see more.

Question 23

What is most important to the customer?

Answer 23

How it looks

Question 24

What is the second most important aspect to the customer?

Answer 24

How it feels

Question 25

What is the third consideration for the customer?

Answer 25

The ability to keep it clean

Question 26

What is the fourth factor that matters to the customer?

Answer 26

How long will it last?

Question 27

How often do you vacuum?

Answer 27

Consider your vacuuming frequency as part of your carpet care.

Question 28

What is the impact of taking care of your carpet?

Answer 28

If you take really good care of your carpet, it will last you forever.

Question 29

What happens if people don't take care of their carpet?

Answer 29

Some people don't take care of their carpet, so even really great quality won't last them long.

Question 30

What should you ask when setting an in-home estimate for a family with long-term plans in their home?

Answer 30

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?"

Question 31

How do you tailor your selections for a growing family during an estimate?

Answer 31

Bring options that align with their long-term living goals. Present a variety of styles or choices

Question 32

What strategy should you use when offering product options?

Answer 32

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.

Question 33

What is the first step to practice when presenting carpet options?

Answer 33

Show them a carpet that is more expensive than they planned to spend. Be prepared to walk back to a less expensive option.

Question 34

How should you compare two carpet options for a customer?

Answer 34

Provide both prices. Highlight the differences between the two products.

Question 35

When you give a customer a price

Answer 35

-Put the pen down -Shut up and let the customer talk -Next one who speaks loses

Question 36

Closing line if customer doesn’t like the price

Answer 36

Offer financing or a credit card first. Not the choice of if they will purchase it or not

Question 37

Closing line about time frame

Answer 37

14 day installation available with select stainmasters. Today is * and the project could be done by * if purchased today

Question 38

Closing line - sales

Answer 38

Bring up the end date of the sale

Question 39

9 word follow up

Answer 39

Hi *blank* Are you still interested in getting flooring for your *room they wanted done*?