CONNECT
H.E.R.O STAND FOR
HELLO . EVENT . ROOM . OFFER
DISCOVERY QUESTION 1
WHAT IS THE MOST IMPORTANT TO YOU AS YOU SHOP FOR (INSERT ROOM) FURNITURE?
INRODUCING AND EXPLAINING (what does that sound like?)
BASED UPON WHAT YOU HAVE TOLD ME...
AFTER THEIR MOST PREFERRED PRODUCT HAS BEEN DISCOVERED...
AFFIRM BUYING CONFIDENCE
ASK TO BUY TRANSITION
"SHOULD WE FIND OUT HOW SOON NEW (PRODUCT) CAN BE DELIVERED?"
THIS IS THE 1ST CURIOSITY QUESTION
WHERE HAVE YOU BEN SHOPPING SO FAR, IN STORE OR ONLINE?
DISCOVERY QUESTION 2
WOULD YOU BE WILLING TO DESCRIBE YOUR ROOM?
ENCOURAGE TO EXPEREINCE (what does that sound like)
INVITE YOUR GUEST TO ENGAGE WITH THE PRODUCT (DEMO, HAVE A SEAT, TRY IT OUT)
HOW DOES THE PRODUCT BENEFITS AND FEATURES MEET THEIR...
NEEDS
PRODIVE PEACE OF MIND WITH...
FCP
THIS IS THE 2ND CURISOTY QUESTION
FOLLOW UP QUESTION TO GAIN BETTER INSIGHT 1
NEEDS - UNCOVER WHAT FEATURES WOULD PROVIDE BENEFITS
ASKING FOR CLARITY....
WHAT DO YOU LIKE ABOUT THIS PRODUCT?
HOW THE PRODUCT ALIGNS WITH THEIR...
PREFERENCES
PROVIDE PEACE OF MIND WITH...
30 DAY PRICE PROMISE
THE 3RD CURIOSITY QUESTION...
WHAT ABOUT THE PRODUCT DID YOU LIKE THE MOST
FOLLOW UP QUESTION TO GAIN BETTER INSIGHT 2
PREFERENCES - WHAT DO THEY WANT THAT THEY DONT HAVE NOW?
ASKING FOR CLARITY....
IS THERE ANYTHING YOU WOULD CHANGE?
HOW THE PRODUCT CONNECTS WITH THEIR...
LIFESTYLE
PROVIDE PEACE OF MIND WITH...
ONLINE PRICE PROOF
THIS IS THE OUTCOME OF A SUCCESSFUL CONNECT
BUILDING TRUST AND AN INVATATION INTO THEIR SHOPPING EXPEREINCE
FOLLOW UP QUESTION 3
LIFESTYLE - HOW WILL THEIR FURINTURE BE USED DAILY? (FCP SEED PLANT)
COMPARE AND...
ELIMINATE LESS PREFERED PRODUCT
AFFIRM BUYING CONFIDENCE WITH THIS STATEMENT
DOES THIS HAVE EVERYTHING YOU HAVE BEEN LOOKING FOR?
THE FOUR MOST COMMON CONCERNS
PRICE, PRODUCT, MEASUREMENTS, SIGNIFICANT OTHER