In a recent post on the Kitchen & Bath Design News blog, Bryan Reiss offers some smart strategies for overcoming customer resistance and closing sales. Reiss, a 15-year veteran in the kitchen and bath renovation industry, is an award-winning designer with Cabinet Concepts in Charleston, S.C.
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Here are some of his strategies for winning sales:
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Get customers involved in your own buying process. If you can get them interested in selecting products like cabinets, faucets, or other items that will be part of the project you will complete for them, they will become engaged in the process — and become more likely to buy.
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Use your website to engage customers. One good strategy is to use your website to show a customer an example of a complete project that is similar to the one that he or she is planning.
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Give customers something to test. If you give them a sample product and ask them to report back to you on its performance, you will have moved closer to closing a sale. There is a subtle psychological process at work here, because a customer who gets involved in planning is more likely to see your interaction as more of a process — and less of a sale.