Product knowledge
Name 3 brands that fall into the BEST category
What is Daniels, Trailways, Y&T, Arbor/WMH/Wittmer, Classic Home, Bernhardt, Rowe, Flexsteel, Stressless.
What does the G in GPAD stand for? Give me your elevator speech.
Guarantee and greet
What is covered under PPP
Reclining, adjustable, outdoor, hard surface, leather, sleepers, and fabric.
What is the 1st E? Give me an example
Greet in an open, confident, inviting way. Body language, words, tone, and placement are very important.
Which brands will place patterns on large pieces
What is England, Flexsteel, Classic Home, and Rowe
When is the perfect time to show adjustable base features?
The 1st or 2nd mattress
Give me your PPP presentation.
We take care of wood ,metal, glass, fabric, leather, and moving parts for 5 years. We make sure you don't have to live with incidents and accidents. 5 years. If you don't use it, you don't lose it. Protect your investment.
What is the 2nd E? Give me examples
Explore. Qualify the customers needs, uncover the what and why, build rapport, and gather info needed to make recommendations while speaking to features and benefits. Open ended questions. Who, what, where, when, why, and how many. "Tell me about....."
What is Nano-biotic fabric
A fabric offered by Flexsteel on the Zecliner model 2 plus that uses your body heat to recharge and heal your body
Which bases are compatible with Storage beds?
What are the 3 TSI and 2 Purple bases
Why do I need leather protector
Keep the hide supple which prevents cracking & peeling, smell absorption, and stain absorption. Works the same for the hide as moisturizer does for you hands.
What is the 3rd E? Examples.
Envision. The recommendation phase. Suggest solutions that are validated by the info collected in the Explore phase. Be able to give the benefits of 3 features and tie those back to uncovered info.
This brand offers 3 sleeper mattresses and increased suspension and cushion durability.
Who is England
Why are pillows such an integral part of the GPAD sales process?
30% of comfort, each inch out of alignment is 20lbs of pressure on your neck, barometer of the guests attitude, starts off on a diagnostic/care/expertise foot, includes them in the process.
Pitch me on Fabric pro for my new C9 sofa.
Showroom quality. Stains, static, and sun. Bonds well with polyester. Wicks around the fibers to form a barrier so that spills bead up.
What is the 4th E? Examples
Closing the sale. Ask for the sale with a hard or soft close. Uncover the true objection if there is one, and overcome it. Always better to tell than it is to ask.
This bedroom brand is bench built in Wisconsin
WMH/Wittmer/Arbor Hills
What is the importance of Demo units
Eliminate jargon, save your memory, promote trust, promote understanding, educate.
What is the coverage and process of Adjustable base PPP?
5 to 10. Every component and part twice. Moving parts, wires, remotes, and power supplies. Through a 3rd party and done as a reimbursement.
What is the 5th E? Examples
Follow up. Receipt or recap. If receipt acquired, send a timely thank you note along with follow up on day of delivery. If guest left, send a recap very soon. Remind them of what they looked at and keep the rapport going. Show that you want to earn their business for life.