Crafting The Experience
Turning Product Demonstrations Into Joyful Purchasing Events
Subtle, Yet effective Ways To Supercharge your sales performance
Have you thought, maybe a showroom can help you take your business to the next level?
You’re right! It can if done correctly, with a complete and thorough approach built on YOUR strong business foundation.
You know what you are best at. We all gravitate to what we are best at, because that’s what we enjoy doing. Keep doing what you do best. We can help you take your business to the next level by creating a repeatable, sustainable and proven - system and approach to utilize an Experience and Education Center.
Making a showroom work for you involves a lot more than just building the rooms . . . It requires a complete approach.
Plan (The Strategy)
Place (The Experience and Education Center)
People (Refining the Sales Process, Techniques and Tips)
Products (Outfitting the Experience Center to enable and encourage Selling Better Products)
By Using all These tools together,
we are Harnessing the Power of Up-Selling
The Four Parts of Up-Selling
The Plan
It all begins with a sincere desire to provide your clients with products and experiences that are genuinely BETTER and worth paying more for. The Plan (Strategy) will be built around doing just that.
The Place
A productive Experience and Education Center, developed with specific functions in mind...will enable you to do proven things that lead to selling better products. It will be a source of pride for you and your team, a source of excitement, fun and learning for your clients - and it will set you apart from your competition.
Just like your Techs need specific tools to do their jobs - the Experience Center is the Key Tool for Salespeople to grow sales. And like any good tool - mastering how to use it is important.
Experience Centers can be developed within your budget and company goals, to achieve growth, while leaving opportunity for expansion. You don’t have to do everything at once. We will develop a scalable plan based on your needs, size, and goals.
The People
People are always the key. An important part of the plan is teaching and empowering your people to help them grow and develop as salespeople. Then they will have the knowledge, skills and techniques - to enable them to fully utilize the facility. Getting the most from their new tool, they will close more and better sales.
After all, selling is teaching, guiding, and helping your clients make the best decisions - based on their individual wants and needs. Often, before visiting the Experience & Education Center - they aren’t even aware of the totality of those wants and needs. Your people will enjoy helping them with that exploration and discovery.
As your business grows, you will need additional salespeople. Strong salespeople want to work with other strong salespeople, and to work for a business owner who cultivates and values good salespeople. A properly functioning and productive experience center will also make your business more attractive to better salespeople. They will want to have access to this important tool because they understand the value of being able to do comparisons and demo better products.
The facility will also give other professionals, such as designers, architects, and builders a simple way to “hand off clients” to your people for a known, understood, and appreciated experience and process. It will aid you in reinforcing to those professionals that your efforts and work will complement and not contradict theirs. Your new facility will also clearly communicate to everyone that you are invested in your community and can be counted on to be around for a long time.
The Products
Together we’ll review, revise and assemble the appropriate mix of step up products - for both your Experience & Education Center and for inclusion in your proposals and your clients homes. As we work through the process - and how the Experience and Education Center will be used - choosing the products will be one of the easiest parts. Most of the time - they will come from your existing vendors.