Comfort Compass

Comfort Compass Roadmap

100

^{Find out what they need}

^{What is discover?}

200

^{Welcomes guest to our store and allows them to see us and get use to us}

^{What is make a friend or none business greeting?}

300

^{Who? What? Where? Why? and tell me about your room?}

^{Find out what they need and open ended questions}

400

^{Trust , value , emotion}

^{Three keys for guests to feel comfortable buying from us}

500

^{Makes our guest feel comfortable enough to allow us to help them in 1 to 3 ways}

^{Goal of the sales process}

Conversion

100

^23%

^{What is the conversion goal?}

200

^{This allows customers to trust us}

^{None business greeting or building report}

300

^{Lets them know your getting a good value today and they do not have to wait til the next sale}

^{Introduce the current sale}

400

^{This helps build value in the customers eyes}

^{Flip it over and do a demo}

^{La-z-boy logo, cushions, padded sides and back} 

500

^{Open ended and encourage them for different rooms not just one piece}

^{Ask what room or projects are you getting ideas for?}

Window Paints

100

Helps us narrow down the show room to find and fit there needs and gives us key points to confirm when we show them a product or solution

Whats the most important in your new (blank)?

200

^{Asking this question helps you get into a sketch}

^{Im a visual learner and help me see your .....}

300

^{Leads with leather, long lasting, most durable and best value}

^{What are your thoughts on Leather, Color and Fabric?}

400

^{Informs us of other potential decision maker who may need to be included in the buying decision}

Who else will be using .....

500

^{Helps determine if we show them stock or custom options}

^{When do you need it? What occasions do you have coming up?}

Design

100

^{5 Things required before turning over to the designer}

^{1. Sketch}

^{2. Frame}

^{3. Covers}

^{4. Estimate $$}

^{5. Store Tour}

200

^{This can be overwhelming are (blank) can make it easy and its free}

^{designer/designer services}

300

^{Foundation/comfortable , Function/useable , Fashion/Beautiful}  

^{build a room}

400

^$8,500

^{design average ticket goal}

500

^{You use this to schedule an design appointment}

^{digital comfort guide}

Over Come Objections

100

^{Acknowledge and empathize it cost more then expected} 

^{Reestablish Value}

^{Ask for the sale again}

^{Offer lower cost la-z-boy}  

^{What is a Price Objection?}

200

^{Acknowledge and Empathize were all scared of making a mistake we will live with for years}

^{Is it the color? comfort? or price?}

^{What is getting to the real objection?}

300

^{Acknowledge and Empathize they will be living with it too we want them to love it}

^{Is this perfect for you?}

^{Offer three day hold or schedule a following appointment}

^{I need to check with my significant other}

400

^{I understand its a big decision} 

^{Shows you are listening and you care}

^{Ask what concerns do you have that I may have not addressed}

^{Overcoming a false objection such as "I need to think about it" helps you get to the real objection}

500

^{Bonus questions:  What are the three goals of the sale process}

^{1. Make a purchase in the store today}

^{2. Schedule an appointment for our designer}

^{3. Schedule an appointment and time for the guest for a follow up}