It doesn’t matter how talented you are as an interior design professional if you can’t sell your services.
And you can’t sell your services if you regularly commit selling sins like these:
THE 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 world’s leading business coach and trainer for interior design professionals.