Rapport (40%)

They Like You, They Trust You, They Respect You (Chet Holmes Training)

Establishing rapport with a TRAX Customer before beginning an orientation or an (executive briefing) is critical.  Do not begin any orientation without first knowing everything you can about the customer and putting this information in Salesforce.

Be very interested in them.  Find Common Ground.  If you want to be interesting be interested.  Talk about them, not about you.  Address your questions from their perspectives and their goals.  Try to mirror your clients tonality and body language.  Learn a lot about their business

Find the need (25%) 

The deeper you understand their need the more logical the conclusion can be.  Try to find ways to make the relationship mutually beneficial.

Start by asking the client to tell you a little about their company.  They may open up and talk quite a bit, and let them without interrupting.  We want to learn everything we can but some key facts are important.

What are the three biggest problems you are having in your business? Or

What areas would you like to see improvement in?

How long have you worked for your company?  Personal but an easy one, where were you before this?  What are some of your goals for the company?  What is your criterion about buying a product like ours? 

How many salespeople do you have?  They will usually always tell you how many stores they have.

How long have you been in business?

Have you ever tried to measure your traffic in the past?  How did you do this and what were the results.  Sometimes this can be very interesting?

How much is your average sale?

If it is a big ticket customer (UpBoard Client) then we need to ask:

If a customer is very interested in your products and can’t buy today, does your sales team have a method to follow-up?  If yes, please tell me about it.  CRM?  Manual?  Get details.

When I had my eight stores my average advertising expense was between 6 and 8%.  Are you in that area?  Do you have any idea what your average advertising cost per customer is?

Is salesperson turnover a concern in your company?  Are you aware that the average lost salesperson according to Furniture Today will cost the average Furniture Dealer over $70,000 in training and lost sales revenues?  I think it’s closer to $150,000 if they lost a good salesperson.

Chet Says people will buy way faster because of who they want to be than they will every buy because of what we have to sell.

Ask: Are you the type of person who wants to get the most out of your people and your technology?

Ask: Are you the type of person who wants to learn where your weaknesses are on your sales floors so you can maximize performance?

Do you know how many customers come into your stores and because of overflow are not ever even spoken to by a salesperson?  We’re going to tell you!  Did you know that according to Furniture Today the average furniture buyer will shop at a total of 6 different companies, including the internet!  Do you know how many salespeople give a fantastic presentation and if they don’t close the sale never even try to get the customers information for follow-up?  Do you know how many customers come to your store and spend over an hour with a salesperson then go home and buy something similar on the internet for a slightly lower price?  Is salesperson turnover a concern in your company?

Build some value

Furniture… Do you happen to know who the largest furniture retailer in the United States Is?  Many will say Ashley Furniture Home Stores, or Rooms To Go or IKEA,  It’s Wal-Mart…Have you ever seen a Wal-Mart Furniture Department?  #4 is Target.  Did you know that the typical below average salespersons closing ratio is less than 10%. But I can prove that if we can get that same customer back in on the same project their closing ratio goes over 80%. 

Create Desire (Make them want it)

Give them a great TRAX orientation.  During this orientation thoroughly qualify while establishing need. 

Questions! Questions! Questions!  Ask what they think during the entire demo, ask if they agree.

Create some identity based questions

Ask:   Would you rather keep doing training in a sometimes revolving door on your sales floor or would you like to measure your weaknesses and so you can fix them?

Ask: Are you the type of dealer who likes to have the most up to date sales strategies and measuring techniques?

Is it important to earn a good living for your family and yourself?

Are you the type of dealer who values your time?

Features tell, benefits sell!  Don’t tell them what it is, but rather why they should have it.

Trial Close

Provide pricing showing great perceived value and savings and also if you purchase now we will also give you a $1000 Chet Holmes International Sales Training Program 4 hour video at no charge.  We need ½ down and the balance after everything has been received and installed to your total satisfaction.  Would you like to use a credit card?

Overcome the objections

The toughest objections to closing the sale are the ones that you don’t know.

Is there anything that will keep you from doing business with us?

Isolate the hidden objection.

When they give you an objection like:

Them:  It’s a little too pricy…

You: I understand how you could say that and how it would stop you from buying.  (you must agree with them and show compassion and empathy.) Say I understand.  Don’t try to sell them right away.  Stay calm and agree completely.  But let me ask you a question.  Is that the only reason you wouldn’t buy here today?  Is price the only reason?  Now the hidden stuff comes out.  Well there is the fact of my salespeople not wanting me to measure their performance, or  they say, yes the price is pretty much the only objection.  You say, well if I could make it affordable, you’d like to get it?  Yes.  You just closed the sale.  If you can isolate that final objection and solve the problem. You just have to figure out how make it so they can afford it.  Payment plans etc…

Close (by logical conclusion)

It’s when the buyer makes their own decision because the logic of it is inescapable.

Remember: People will buy way faster because of who they are or want to be than because of what you want to sell.

Are you looking to work smarter not harder?

Do you want breakthroughs in your business?

Do you believe in investing in yourself?

Are you looking to upgrade your skills to have an advantage in the competitive world we live in today?

Then you should have TRAX

Do you deserve to have the best trained salespeople in your markets?

Do you want to give your store managers the tools that will take them out of their offices and reduce the paperwork and put them on the sales floors where the action is more during each day.

Do you want to create fun exciting competition on your floors give your salespeople the tools that will help them generate another $7927 each per month X 8 salespeople equals $63,000 per month and at the same time reduce your advertising costs, GUARANTEED or your money back.  And you can keep the $1000 Chet Holmes Sales Training Program

“CLOSE LIKE A VISE”. Chet Holmes  “They need TRAX and you are doing them a disservice if they don’t get the benefits we provide.”

So how do you feel about this?

“If you believe in what you sell, you must close as hard as humanly possible” Jay Abraham

Reaffirm need established in the qualifying questions, use hot buttons, and close with their words: “You told me that you wanted to earn more money and help your salespeople close more sales- let’s get started.”

Use positive Assumptive statements “When we get started, you will see how this changes everything.”

Assume the Sale: Do you want me to help you find a good installer for you or do you have a good handyman in mind?

TRAX also provides a two part one on one coaching session with Dave Mink valued at $1500 Dave is the inventor and Patent holder of TRAX and has 35 years of experience in the retail industry.  This covers advertising and cost per opportunity evaluation closing ratio comparisons, product sales evaluation and a full performance review covering the 7 key areas in your company.  If you buy today I will provide this service at no additional charge.  Create document with all of these features and benefits.  Both sessions are 60 minutes each at the onset to insure everything is set up properly and you are fully comfortable with the system, then at 30 days.  You will not believe the improvements in your company after this has been performed.

So Let’s review.

You agreed that you could see how our UpBoard would increase sales and you said it yourself, that you could see this increase sales by over $10,000 per salesperson per month.  Do you realize by the way that if we are only 20% correct that this will give you a 100 times return on your investment the first year?

So let’s do it…

Some people just can’t make a decision.  You must help them because they need TRAX and they know it, they just can’t move on their own. 

It’s like going to a restaurant and trying to decide between the Steak or the Fish.  If you get the Steak, you lose the benefits of the fish and vice versa.  How many people have you seen that can’t even make that kind of decision?  Imagine the frustration when we are trying to get them to spend 15 grand.  You must lovingly guide them to the right decision…

Make it happen, It’s ok to let them feel the pressure.  Lay it on baby…

Chet says, “Remember, that weak self esteem in your salespeople will make for a weak closer.”  Are you a weak closer?

Follow Up

This is where the rubber meets the road and we will discuss this in great detail.