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When to introduce fabric protection?
Mark55 asked Category: Main
At what point in the selling process -- during the sales presentation, after the presentation but before you close the sale, or after you've closed the sale do you offer a customer fabric protection? Why do you bring it up when you do?
Responses
jkaritas replied
We have found that the when you bring up the fabric protection early in your presentation, you
will almost certainly be more successful with it's sale. You don't have to go into great detail at
first , just mentioning that you have that protection is helpful. The customer will be calculating
the amount of money he or she will spend on the furniture in their mind. When you go into
the benefits of the protection a little later, they have already heard that you carry it, and when you
justify that the fabric protection is protecting their furniture investment , you can figure the cost of
their entire purchase , furniture , protection , delivery , and tax and you should have the sale. If you
wait unti the end of the selling process to discuss fabric protection you will find it difficult to sell
much of the time.
Joe K.
roma54 replied
I bring up the fab protection durning the presentation,it make customers aware earlier ,then waiting to close at the end,it works for me,everyone has their own way of presenting any type of warranties,if they are still hestiant about getting it,then I resvised my important of this warranty,I always tell them this is a investment,you invest in your home cars etc..why not your furniture,it works for me..
MILLERD replied
I DONT HAVE A SET TIME TO INTRODUCE OR TALK ABOUT IT, I JUST PAY CLOSE ATTENTION TO THE CONVERSATION AND WHEN THE TIME IS RIGHT I THROW IT IN THE MIX. I FEEL THAT IF YOU TIME IT RIGHT IT DOESNT MATTER IF YOUR IN THE BEGINING MIDDLE OR END. SO FAR THIS MONTH I HAVE A 410% CLOSE RATIO ON PROTECTION ;-)
TONYMILLEK replied
Early and often. Assume that fabric protection is the part of every sale. Ex: when someone asks about a particular fabric I always add that "our fabric protection will help the overall fabric wear as it contains mildew retardants.".
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