Interior Design Success Shortcut: Sell Like a Star
When it come to selling design services, it’s no longer good enough to be “good enough.”
Not in this economy.
Interior design may be your passion, and creativity your gift, but salesmanship is your key to success.
If you think you’re “just a designer, not a salesperson,” you’re in denial. Chances are you’re in debt. And you’re not likely to be in business much longer.
To make it to the top today, you have “star” at selling.
For starters, you have to sell yourself. You need to come across as a unique, 1-of-a-kind design professional.
You must convince buyers that if they want what you sell, they absolutely, positively must come to YOU to get it. No matter what you charge.
Selling like a Star means asking more prospects more questions. That’s how you identify their pain, and present yourself as the remedy.
Selling like a Star means creating immediacy, selling “Now” as well as “Wow!” And spelling out bottom line benefits, like energy savings and enhanced home value.
And preparing for every “Question from Hell” and price objection, so you can turn bellyachers into believers.
Selling Like a Star means up-selling and cross-selling, pedaling the window treatments as you lay out the furniture, or offering to do the corporate offices.
And discussing “Phase II” before you start Phase I.
Selling like a star means simplifying the buying process in tough times, offering flexible financing and pricing packages.
And selling like a star means selling while you sleep, offering products, floor plans and more from your on-line store to buyers worldwide
You can’t sell well unless you rid yourself of these Terrible Ten Selling Sins of Design Professionals:
1/ Failing to Chart Your Course. A design professional without a sales plan is like a ship without a rudder.
2/ Failing to Qualify Prospects. If they can’t afford your price, you can’t afford to waste your time.
3/ Failing to Play Doctor. You need to find out what really hurts. Hint: It isn’t your price.
4/ Fear of Price Objections. Welcome them! They’re buying signals.
5/ Cutting Your Price Without Cutting Your Service. If they want to pay less, you should provide less.
6/ Missing Signals. Questions about delivery, warranty, service, etc. mean they’re ready to buy. Are you ready to sell?
7/ Failing to Ask for Referrals. Ask, and ye shall receive. Don’t, and you won’t.
8/ Failing to Upsell. Excuse me you left something on the table: Money.
9/ Failing to Ask for the Sale. How else can you seal the deal?
10/ Failing to Sell Yourself. The most important sale you’ll ever make is the personal one.
Fred Berns is the foremost business coach and trainer for interior design professionals and design industry partners worldwide.