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Sales Presentation Tools, Gimmicks And What-Nots?
The attached thread topic from another forum and my response got me thinking about; What do successful sales closers bring with them to their sales presentation appointment when they meet with the prospective customer?
Ed
Quote:
BD Said:
Just bid two cabinet jobs and lost both. One I'm pretty sure was just because of price, hard to compete with Home Cheapo.
The other I'm pretty sure I lost because she couldn't see any of my cabinets in person. She wanted to touch and feel them and she was especially concerned with how the drawers work. I assured her she would be happy but I guess it wasn't enough.
I've only got a couple of cabinet jobs to look at but one is too far away and the others were commercial applications with no doors or drawers so that didn't do any good.
I've thought about building some demo cabinets just don't have the ambition to do them yet. The other problem is I can do such a wide variety of options it's impossible to build one or two cabinets and feature all the possibilities.
I've pointed out all the features such as all 3/4" plywood construction and optional full extension guides for an upcharge. Hidden hinges and real wood doors and face frames along with finished ends.
I've got to figure out how to sell them on my product. Since the market now tends to be more competitive especially on price. I'm in the ball park because I've asked. Within a few hundred dollars of the other bids but I think not having a demo is what kills me.
Any other ideas besides a demo cabinet to help me close the deal?
Seems to only be cabinets that I'm having a hard time with. Flooring is no problem as well as log handrails and my wood slabs.
Quote:
Ed The Roofer Said:
Seriously, make short snippet DVD's of some of the featured work and action accessories that you do.
For less than 1/2 a buck each, you can easily afford to drop off a DVD at each customers home to view while you are taking measurements.
Another great idea, is to have a photo slide show of videos loaded onto a Digital Photo Frame and have various different job applications loaded into different folders in the memory.
Click on the remote control and let the Photo Frame do your Pre-Sell for you while you are busy doing something else, or use it during your meeting for the sales presentation.
Ed
The attached thread topic from another forum and my response got me thinking about; What do successful sales closers bring with them to their sales presentation appointment when they meet with the prospective customer?
Ed
Quote:
BD Said:
Just bid two cabinet jobs and lost both. One I'm pretty sure was just because of price, hard to compete with Home Cheapo.
The other I'm pretty sure I lost because she couldn't see any of my cabinets in person. She wanted to touch and feel them and she was especially concerned with how the drawers work. I assured her she would be happy but I guess it wasn't enough.
I've only got a couple of cabinet jobs to look at but one is too far away and the others were commercial applications with no doors or drawers so that didn't do any good.
I've thought about building some demo cabinets just don't have the ambition to do them yet. The other problem is I can do such a wide variety of options it's impossible to build one or two cabinets and feature all the possibilities.
I've pointed out all the features such as all 3/4" plywood construction and optional full extension guides for an upcharge. Hidden hinges and real wood doors and face frames along with finished ends.
I've got to figure out how to sell them on my product. Since the market now tends to be more competitive especially on price. I'm in the ball park because I've asked. Within a few hundred dollars of the other bids but I think not having a demo is what kills me.
Any other ideas besides a demo cabinet to help me close the deal?
Seems to only be cabinets that I'm having a hard time with. Flooring is no problem as well as log handrails and my wood slabs.
Quote:
Ed The Roofer Said:
Seriously, make short snippet DVD's of some of the featured work and action accessories that you do.
For less than 1/2 a buck each, you can easily afford to drop off a DVD at each customers home to view while you are taking measurements.
Another great idea, is to have a photo slide show of videos loaded onto a Digital Photo Frame and have various different job applications loaded into different folders in the memory.
Click on the remote control and let the Photo Frame do your Pre-Sell for you while you are busy doing something else, or use it during your meeting for the sales presentation.
Ed