Garage door industry magazine for garage door dealers, garage door manufacturers, garage door distributors, garage door installers, loading docks, garage door operators and openers, gates, and tools for the door industry.
Issue link: https://idoi.epubxp.com/i/134362
SaleS&MarkEting; (continued from page 42) Hand them the color swatches so they can begin thinking about which color would look best on their house. I strongly urge using technology to illustrate what the product will look like once installed. Many door manufacturers have visualization software that allows you to superimpose their doors on an uploaded photo of the customer's house. This gives you and the customer the huge advantage of seeing what the door would look like on their home prior to the purchase. It also allows an easy way to quickly show them how various styles, colors andoptionswouldlook.Letthemplaywithit.Themore time they invest with you, the harder it is to choose someone else. Customers want to be in charge. The trick is for them to feel like they're using your assistance to make the purchasing decision rather than just buying what you're selling. Once you're confdent that a selection has been made it is time to focus on post installation support. Use the product's warrantyasasellingfeature.Putacopyintheirhands.Ifyour company has a labor warranty policy give them a copy of that also. If you use door tags or stickers for service, give them a copy and explain how after hours service works. This may seem basic but it goes a long way to instill customer confdence in the product you are selling them. Besides that, chances are your competitor will not take the time to do it! If your company has a customer satisfaction guarantee, give it to them inwriting.Lotsofsalesrepsboastaboutthispolicybutfewwill put it in writing. This is another way to set your company apart from others. By the end of your presentation you want the customer to feel that there is no down side to choosing your product. Knowing that there will be prompt service after the sale can make all the difference. also a powerful way to have rapid access to a variety of information the customer needs to make an informed decision about your product or service. This sales tool allows you to use an app to make your presentation, highlight your company's website and launch a gallery of beautiful product related photos instantly. Need to use the web to answer the customer's question about your products quickly? No problem, just tap, swipe and pinch your way to the answer using the manufacturer's website or other resource on the web. In addition to boosting your sales presentation, using a tablet affords the ability to close the deal on the spot. There are many apps on the market that will allow you to quickly generate a proposal and allow the customer to accept it on thespotbysigningyouriPadwithhisorherfnger.Now how cool is that? But, what about their copy? No problem, you just email it to them. If your company's business software allows for it, many apps tie your transaction into the main database in real time. So once you've completed the deal on site, the offce knows about it instantly and can get the ball rolling towards completing the sale. Your customer will be most impressed. Continued on page 46 iPresentations Previouslywediscussedthatasalesprofessionalusesmany toolstocreatecompellingpresentations.UsinganiPador other tablet adds "cool" to your sales presentations and is V o l u m e 4 6 i s s u e 3 2 0 1 3 45