Pecha kuchaamylund

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    13-Apr-2017
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Transcript of Pecha kuchaamylund

  • I want to know all the details

    My husband recently bought a truck. It took him 8 months to decide, since he did his research. He is a factual buyer. He wants to analyze all the information about the purchase. He met with the salesman 12 times and drove him CRAZY. But he DID buy and LOVES his Toyota*

  • His brother recently bought a Volvo. He buys emotionally. He bought his car in a weekend. He likes the story about safety since he was in a minor car accident, and he likes that he can trust the Volvo name. His neighbor drives a Volvo and he likes that too. He also would recommend the dealership and salesperson he worked with.*

  • What can it do for me?

    My friend Kelly buys function. She wants to know how it will work and what are the features. She wanted her car to work well in snow, and haul groceries and bikes and dogs. She thinks about what it can do. She went to 3 dealers to find the right person to connect with her.*

  • When my son gets his license and buys a car he will buy an adventure. Not just because he is a teenager, but because he buys things from the perspective of EXPERIENCE. What will I look like and how will I feel in this car.

    Okay, maybe a little because he is a teenager. But many adults buy this way too. *

  • Everyone of us gravitates to a certain kind of buying style . Sure we arent completely in a box, but we do have tendencies of the way we need to receive information. Wether you are selling cars or window shades, it is important as a salesperson to know what kind of communicator you are so you can be flexible with your clients.*

  • Left BrainedRight BrainedAnalytical BuyerFunctional BuyerEmotional BuyerExperience Buyer

    Lets represent the different styles in a grid pattern, using colors and shapes to represent the differences. Blue is analysis, Red is emotional, green is function, yellow is experience. Blue and green styles tend to be more left brained, Red and Yellow more right brained.*

  • ?????????????????!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!

    A good sales person will understand what tendencies they themselves have in this grid. This is important, since individuals tend to Sell in a way they like to buy. If a salesperson is an analyze and their customer wants to hear about experience, they will not receive the information they need to make a buying decision.*

  • Lets go back to my friend Kelly the function buyer. She is the person you know who is very practical, organized, and prepared. Her office looks like the spread in a magazine. She wants to know how everything works so she is confident it will meet her needs.*

  • If she works with a salesperson who tells stories she will get frustrated. SHe does not feel taken seriously and will leave the sales interaction to find someone who can better meet her communication needs.*

  • Lets translate all this to window coverings. People who are buying window coverings for their home have the same buying styles. You will get the same kinds of questions, and you need to know how to answer. And sometimes there is the dreaded married couple shopping together! AAAA*

  • Functional BuyerEmotional BuyerAnalytical Buyer

    How do you find out what kind of customer you have? You can listen to what questions they ask, and what they tell you about themselves. When you are meeting a new customer, make sure you are taking some time to get to know them, before you show them the products, so you know how to describe the products for them.*

  • Analytical thinkers, like my husband, will be the ones who have done their homework. They know the product they want to look at, and the competition. They will have specific questions about the product as an investment.*

  • Analytical Buyer

    These are the people that you should talk to about UV protection, energy efficiency, quality in manufacturing, and the competition. They will want to know every detail. Lets assume you are a Red person you will have to work a little harder to connect with this person. Be direct and specific. Just the facts Mam. *

  • Functional Buyer

    What about Function buyers like my friend Kelly? She is looking for what shades can do. She will ask questions about how they move and what are the features of different products. She will tell you her specific needs the room is too bright in the early morning, or I want to see my view.*

  • Here is how it worksLifting systemsShutters vs BlindsLight control options

    Functional Buyer

    With these buyers you want to tell them about the lifting systems, and describe all the features. You will also need to compare and contrast multiple products and how they meet specific needs. Take your time, these buyers will pay attention. You can give these buyers brochures and sell sheets to take home.*

  • Emotional Buyer

    Here comes the emotional buyer. They probably do not know a lot about what they want, but stopped by because they saw or recognize your store. They may know one of your previous customers and are a referral. You will spot them right away because they will describe their needs / wants as a story.*

  • Emotional Buyer

    Emotional buyers will want to hear stories told back to them. They will want to hear about the fabrics and colors. They will want to know about you, your business, and your installer. You should tell them about your past customers and give them testimonials. *

  • My home will be awesome!How will they look?Will my friends like them too?Are they new and cool?

    And finally, the experience buyer. This buyer has no idea what they want they may not even be sure they are going to buy window covering, but those blinds sure look cool! They will have seen our ads in magazines like Vanity Fair and Home Dcor. They may have seen the newest Hunter Douglas product at a hip friends house or a great party they went to. *

  • The experience buyer will want to look at the latest and greatest - they wont even have a list. They will want to know how their room will be transformed with new window treatments, and how they will feel in their home once they are installed. If you are a red or yellow, they will be a fun customer. If you are blue they can be really frustrating.*

  • Functional BuyerEmotional BuyerAnalytical Buyer

    It is easy to communicate with buyers like us But what makes a salesperson successful is someone who can communicate with all the buying styles, not just their own. Once you practice observing the clues and giving the information in a way your buyer needs to hear it, you will find that you will close more sales.

    Now it is time to go try it.*

    My husband recently bought a truck. It took him 8 months to decide, since he did his research. He is a factual buyer. He wants to analyze all the information about the purchase. He met with the salesman 12 times and drove him CRAZY. But he DID buy and LOVES his Toyota*His brother recently bought a Volvo. He buys emotionally. He bought his car in a weekend. He likes the story about safety since he was in a minor car accident, and he likes that he can trust the Volvo name. His neighbor drives a Volvo and he likes that too. He also would recommend the dealership and salesperson he worked with.*My friend Kelly buys function. She wants to know how it will work and what are the features. She wanted her car to work well in snow, and haul groceries and bikes and dogs. She thinks about what it can do. She went to 3 dealers to find the right person to connect with her.*When my son gets his license and buys a car he will buy an adventure. Not just because he is a teenager, but because he buys things from the perspective of EXPERIENCE. What will I look like and how will I feel in this car.

    Okay, maybe a little because he is a teenager. But many adults buy this way too. *Everyone of us gravitates to a certain kind of buying style . Sure we arent completely in a box, but we do have tendencies of the way we need to receive information. Wether you are selling cars or window shades, it is important as a salesperson to know what kind of communicator you are so you can be flexible with your clients.*Lets represent the different styles in a grid pattern, using colors and shapes to represent the differences. Blue is analysis, Red is emotional, green is function, yellow is experience. Blue and green styles tend to be more left brained, Red and Yellow more right brained.*A good sales person will understand what tendencies they themselves have in this grid. This is important, since individuals tend to Sell in a way they like to buy. If a salesperson is an analyze and their customer wants to hear about experience, they will not receive the information they need to make a buying decision.*Lets go back to my friend Kelly the function buyer. She is the person you know who is very practical, organized, and prepared. Her office looks like the spread in a magazine. She wants to know how everything works so she is confident it will meet her needs.*If she works with a salesperson who tells stories she will get frustrated. SHe does not feel taken seriously and will leave the sales interaction to find someone who can better meet her communication needs.*Lets translate all this to window coverings. People who are buying window coverings for their home have the same buying styles. You will get the same kinds of questions, and you need to know how to answer. And sometimes there is the dreaded married couple shopping together! AAAA*How do you find out what kind of customer you have? You can listen to what questions they ask, and what they tell you about themselves. When you are meeting a new customer, make sure you are taking