NON BUSINESS GREET & DISCOVERY
WHAT IS THE FIRST THING YOU SHOULD ESTABLISH BEFORE TALKING PRICE?
FRAME CONSTRUCTION
KILN DRIED WOOD
RAILROAD STEEL FRAME
WHAT SHOULD THE GUEST ALWAYS DO ON UPHOLSTERY?
SIT ON IT
WHEN A GUEST SAYS "ITS EXPENSIVE" WHAT ARE THEY REALLY SAYING?
THEY DON'T SEE THE VALUE YET
WHAT EMOTION SELLS FURNITURE MORE THAN LOGIC?
NAME ONE OPEN-ENDED QUESTION THAT UNCOVERS LIFESTYLE NEEDS
HOW DO YOU USE YOUR LIVING ROOM MOST?
HOW DO YOU DO LIFE IN THIS ROOM?
5 CRITICAL QUESTIONS
WHY SHOULD YOU EXPLAIN CUSHION COMPOSITION?
COMFORT AND LONGEVITY
2.0 DENSITY FOAM
DACCRON STUFFING
CHANNELED CUSHIONS
WHY SHOULD YOU SIT WITH THE GUEST?
BUILD COMFORT AND CONFIDENCE
MAKE A FRIEND
RELATIONSHIP BUILDING
WHAT SHOULD YOU RESTATE BEFORE OVERCOMING THE OBJECTION?
THEIR NEEDS AND WANTS
CLEAR THE CONSTRAINT
KIDS, PETS, AND DURABILITY SPEAK TO WHAT EMOTION?
PEACE OF MIND
WHY IS "JUST LOOKING" NOT A STOPPING POINT?
ITS A BUYING SIGNAL THAT NEEDS DISCOVERY
WHAT DOES "PERFORMANCE FABRIC" ALLOW GUESTS TO DO CONFIDENTLY?
LIVE LIFE WITHOUT FEAR (KIDS,PETS,SPILLS)
WHAT DEMO SHOWS CUSHION SUPPORT BEST?
POWER DEMO
TOUCH/FEEL
WHATS THE WORST REPONSE TO A PRICE OBJECTION?
DISCOUNTING IMMEDIATELY
WHAT STORY SHOULD YOU PAINT DURING DEMOS?
LIFE HAPPENING ON THE FURNITURE
WHAT DISCOVERY MISTAKE KILLS VALUE FASTEST?
ASSUMING INSTEAD OF ASKING
THIS TURNS SPECS INTO VALUE: FEATURE-WHAT-WHY
BENEFIT SELLING
FEATURE/BENEFIT
WHAT DEMO BUILDS TRUST ON POWER FURNITURE?
OPERATE EVERY FEATURE SLOWLY
RE-ACNHORING TO LIFESTYLE
USING THE 5 CRITICAL QUESTION ANSWERS
WHY IS SILENCE POWERFUL AFTER A DEMO?
LETS THE GUEST FEEL THE VALUE
THIS DISCOVERY QUESTION CONNECTS EMOTION TO THE PURCHASE?
WHAT MADE YOU DECIDE TO SHOP TODAY?
WHATS THE SPECIAL OCCASION?
WHY DOES MEMORIZING FEATURES ALONE FAIL?
GUESTS BUY OUTCOMES NOT FACTS
WHAT HAPPENS WHEN YOU SKIP THE DEMO?
PRICE BECOMES THE ONLY VALUE
FINISH THIS: "COMPARED TO WHAT...?"
THE CHEAP OPTION THAT WON'T LAST
WHAT'S THE ULTIMATE EMOTIONAL CLOSE?
HELPING THEM PICTURE OWNERSHIP