The Sum Of The Parts

When presenting unique design ideas to your customer, always remember the saying “the whole is worth more than the sum of its parts”. Too often I hear a shortsighted salesperson say something to the effect of, “I don’t make enough commission on a few feet of ceramic listellos to merit the time spent”. Or, “I just spent an hour selling a stair runner. The commission received for selling this small portion of a sale doesn’t justify the time and effort spent doing so”.

What they fail to understand is that they didn’t just sell the listellos – they sold a beautiful shower or backsplash. They didn’t just sell a stair runner – they sold a striking stairway visual that will be one of the first things seen when guests enter the house.

Successful sales professionals realize that these distinguishing touches not only serve to get the customer excited in a positive manner, but that they also serve as their “signature” on the masterpiece that they have assisted the customer create. Make the extra effort to stand apart from the crowd. These are the things that repeat and referral business are made of!

Tom Jennings

Wednesday, July 18, 2012