Do you ever wonder at the process behind a selling a sofa? The clearer it is in your mind, the easier it is to connect a customer with the product they need. A happy customer is more likely to return for future purchases, and helps you build a good reputation.
Let us demystify the entire process in seven easy steps:
Establish Rapport
This step is also the most crucial part of the process, because here you establish a relationship with your customer that leads them to trust you. They should be able to see you as trustworthy and dependable before they are able to trust your information and judgement. Be open, approachable and try to put your customers at ease.
Establish Needs
Gather as much information as you can about your customer's needs: Do they need this sofa for a living room, family room, or office? Who will use it? What will they use it for? How much usage will it get? What shape and size is the room?
The most important skill throughout this process is the ability to listen, and ask questions based on the information the customer provides. Do not make a push to narrow things down too quickly, as the customer might need some time to formulate their needs.
Determine a Look
Once you determine your customer's needs, you're ready to move on to specifics such as size, shape, style and color. It is time to pick out the perfect fabric, and choose the right color or pattern. Your knowledge of how certain fabrics hold up under certain conditions will help your customer make the best choice. You will also be able to help pick out a style that goes with your customer's environment.
Demonstrate Quality
By this time you know your customer's wants, needs, and desires regarding this purchase. Ideally, you have also built up a relationship of trust by listening, asking and responding. Now demonstrate the quality and benefits of the pieces that are relevant to your customer's needs. This is where strong product knowledge comes into play, so be sure you know your product thoroughly.
You can invite the prospective client to take a seat and try out the different pieces themselves to determine which one feels the best.
Determine Pricing
Value is determined by the benefit a customer perceives in a purchase. Once you have demonstrated different qualities, and the benefits attached to each, it is time to ask your customer about their price range. Never ask for this at the outset, and never show only one range based on your own assumptions, unless the customer has specifically made a request for it.
Check Availability Make sure that you gather and provide all information regarding your customer's choice. Check for availability: Will it take longer with a custom order? Will it be available in the fabric they picked out? Does it suit their time frame? Ask for the Sale
It is surprising how often a sale is lost by never asking for it. After you have zeroed in on a product, ask the customer if they're ready to wrap up the sale.
