Flowchart of Normal Sales Process
I hope the simple diagram helps.
Our normal sales process starts with providing the customer a presentation in the store. The whole system is designed to build rapport.
If a person calls in, modify this process. On the phone take charge by asking questions. Don't give a price on the phone. Ask about the access, ask about the electric runs, ask where the customer wants the pool equipment, ask what size pool would fit in the yard, just keep asking questions. NO COMPETITOR will provide a price under normal circumstances, they definitely won't do it on the phone.
On phone call, you'd measure the yard, then do a modified presentation with the Avalon and Balboa sheets in the customer's house.
A critical point, get started on the drawing right away. When you leave them from the measure, tell them you'll get working on it, it might be a few days. Tell them if they don't hear from you within two days, to give a call. But in reality, get back to the office and get working on the drawing right away.
Call the customer right away and say, I've got a rough drawing ready for you. Tell them it's ready if they want to just swing by and pick it up, it'll be in the office. Be in the office when they pick it up. You want at least the opportunity to ask what the customer thinks. But this is the time to sign them up. This is why it's important to be in the office even if you're not scheduled for floortime.
Customers are excited when you first talk to them about the swimming pool, but if it takes too long, they can lose interest. Keep the enthusiasm up by moving the process along quickly.
Our normal sales process starts with providing the customer a presentation in the store. The whole system is designed to build rapport.
If a person calls in, modify this process. On the phone take charge by asking questions. Don't give a price on the phone. Ask about the access, ask about the electric runs, ask where the customer wants the pool equipment, ask what size pool would fit in the yard, just keep asking questions. NO COMPETITOR will provide a price under normal circumstances, they definitely won't do it on the phone.
On phone call, you'd measure the yard, then do a modified presentation with the Avalon and Balboa sheets in the customer's house.
A critical point, get started on the drawing right away. When you leave them from the measure, tell them you'll get working on it, it might be a few days. Tell them if they don't hear from you within two days, to give a call. But in reality, get back to the office and get working on the drawing right away.
Call the customer right away and say, I've got a rough drawing ready for you. Tell them it's ready if they want to just swing by and pick it up, it'll be in the office. Be in the office when they pick it up. You want at least the opportunity to ask what the customer thinks. But this is the time to sign them up. This is why it's important to be in the office even if you're not scheduled for floortime.
Customers are excited when you first talk to them about the swimming pool, but if it takes too long, they can lose interest. Keep the enthusiasm up by moving the process along quickly.
posted by Don Sheu at 12:24 PM
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