Greetings Floor Dealers!
When a prospect does not purchase flooring from you it’s for one of three reasons:
1. They can’t afford it
2. They aren’t interested
3. They don’t believe you
Today we’re going to discuss the final reason: they don’t believe you.
When someone says they are not interested, or that they cannot afford it, it’s almost never true.
When someone walks into your store, they are interested in purchasing your products and services, otherwise why would they be there? Yes, they might be planning for a future purchase, but that still means they are interested.
If they say they can’t afford it, that’s rarely true either.
So when you hear either of those two statements, what are prospects really saying? They are saying that they don’t believe you. That they don’t believe that what you are offering has enough value to justify the price. The truth is that they CAN afford it and they ARE interested, but you have failed to build enough value in their minds that they will eagerly part with their money to purchase from you.
The key is building value. By building value you will overcome the “I can’t afford it” and “I’m not interested” objections. In the next post we’ll cover some value-building strategies.
To Tons Of Customers!
Jim Augustus Armstrong is The “Coach”
Jim Augustus Armstrong is the President of Flooring Success Systems, a program that equips dealers to double their profits, cut their work hours in half and beat the boxes! Many dealers have totally transformed their businesses and their lives for the better after joining Flooring Success Systems.
See what real, live dealers are saying!