Going to the High Point Market can be a fun and exciting experience. It can also be boring, long and dull. With close to 180 buildings, 11.5 million square feet of exhibit space and 2,000 showrooms, the High Point Market can put just about anybody into shock. So, here are six quick tips that I use to make sure I have a stress free and enjoyable time in High Point.
1. Bring a portable charger for your phone/tablets – You will be surprised how quickly your phone battery drains while walking around High Point. Especially if you are in the bigger more centralized buildings. Your phone will be working super hard to try to find data and phone service. By noon, you could already be actively working to save as much precious battery juice as possible. So, simply bring a portable charger for your phones and other mobile devices. I have really enjoyed my portable charger as it is very small and flat. It will give my phone one complete charge. Continue reading “6 Tips for a Fun and Productive High Point Market”
How familiar are you with this dialogue?
Potential Customer: “I really like that sofa, but man, I just don’t know if I want to pay that much right now.”
Salesperson: “Ya, I have a couple of sofas that are less expensive. Let me show them to you…”
Unfortunately, this is a very common experience. Because we don’t have confidence in our knowledge and skills, we will do anything just to make a sale. We will simply cave into an objection and move onto another product that may not be what the customer really needs. Remember, you are not there to sell furniture! You are there to make happy customers who refer their friends and family to you.
Remember that when you hear an objection, your customer is really asking you to give them more information. We teach the steps you should use to overcome an objection on our training website, but I am going to give you the first step today. When your customer objects to your solution, the first thing you should do is acknowledge and empathize. There is a simple formula…
Acknowledge + Empathize = TRUST
Continue reading “Objections or Opportunities”