I've Got Skills
The biggest killer of a sale
What is time?
Controlling multiple stages of the supply chain including manufacturing, logistics and retail.
What is Vertically Integrated?
It comes in the snail mail and is handwritten.
What is a thank you card?
The animal that represents an Analytical
What is a Turtle?
Encourages clients to come in at a set time to ensure they get the attention they deserve.
What is working by appointment?
Educating the customer about what to expect with our products and services so there are no surprises on delivery day
What is clean selling?
Product made in our North American Workshops
What is 75%
Occurs consistently, both before and after the sale
What is follow-up?
High confidence, spontaneity and big picture
What are Characteristics of an Expressive?
Two things we keep tightly that a client "earns" from us?
What are quotes and floor plans/designs?
A closing tool that helps client's afford to spread out their furniture purchase into monthly payments
What is Ethan Allen Card - financing with TD Bank?
The key to growing your individual business at Ethan Allen
What is a Home Call?
Helping your friends and family in the same way I have helped you
What is referral?
Not a good listener, impatient at times, too abrupt
What are characteristics of a Dominant?
Determination, Urgency, Commitment, Spending Plan
Are your DUCS in a row?
A closing tactic were you sum up the experience and let the client know you are finished. "All we have left to do is get this on order."
What is The Finale Close?
A ritual at the beginning of the day where you speak positivity to yourself
What is morning mantra?
Designers like me rely on these to grow their business and 7 of 10 consumers will participate when asked.
What is a Review?
Details are important and slow-paced is preferred with these 2 DESA types
What are Solid and Analytical?
Checking in with a client with relevant information
What is bringing value?
Being able to understand what is deterring the purchase and addressing that that deterrent.
What is overcoming objections?
Specific, measurable, attainable, relevant, time-bound
What is Setting Goals?
Allows connection in a more genuine way with an intention to serve rather than sell
What is Authentic Outreach
A mimicking tactic that helps build rapport and increase connection
What is mirroring?
Seeking to understand why a client chooses not to move forward in the sales process
What is always knowing the why?