Greetings Floor Dealers!

In the last post we discussed why in today’s economy it’s critical that you are taking advantage of every selling opportunity; maximizing your closed sale ratio.

Here’s an excerpt from the last post:

By closing more sales you automatically increase your profits but with ZERO marketing costs.  Let’s do the math:

Average ticket:  $3,000
Number of sales people:  3
Increase of ONE sale per month per sales person:  $3,000 x 3 extra sales = $9,000/mo. or $108,000/yr.  

If you’re averaging $1 Million a year now, that’s a 10% increase with ZERO additional marketing costs.  WOW!

2 additional sales per sales person = $216,000 extra per year; more than a 20% increase.  

The most important thing you can do to increase your closed-sale batting average is to have a carefully engineered, practiced-until-mastered sales SYSTEM that does several important things:

  • Takes control of the sales process, and leads clients down a logical, step-by-step path to the closed sale
  • Differentiates you from your competitors
  • Has a good opening script to lead clients into the process
  • Creates upsells
  • Positions you as a Trusted Advisor rather than a sales person hocking flooring
  • And most importantly…INCREASES your closed sales!

If you’re a Flooring Success Systems member, you have access to my trademarked sales closer system which does all of these things and more.  You should be using this system on EVERY client.  (No excuses from your sales team.)

Here are some strategies for increasing your closed sale batting average:

  • Testimonial brag wall
  • Testimonial portfolio
  • Audio CD’s of testimonials (Go to www.Xiosoft.com for a quick and easy way to get client testimonials.  Simply call the 800 number on your phone, hand the phone to your client and let them talk.)
  • Video testimonials.  Play them on monitors in your store.
  • Audio testimonials instead of “on hold” music.
  • Consumer education  ( The “Consumer’s Guide to Floor Covering” is a great example and you have access to this if you’re a platinum member.)
  • Give clients a “gift” when they walk into your store: soda, coffee, tea, fresh baked bread or cookies, etc.

Obviously testimonials are incredibly powerful.  They give you a “halo” of credibility.  What your clients say about you is 100-times more convincing than what you say about yourself.  Use copious quantities of testimonials in your marketing and selling.  Use them everywhere.

 

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!