Invista's Pami Bhullar Releases Resolutions for Floorcovering Pros
Dalton, GA, January 13, 2017—Per tradition, Pami Bhullar, director of retail development for Invista, has released his 2017 Resolutions for the Floor Covering Professionals.
They are,
* RightSelling: Customers get so much information from various resources and resent upgrading or downgrading, upselling or downselling. They expect us to be professionals and do the RightSelling. Rightselling involves four steps: 1: Building Trust & Relationship, 2: Understanding Needs-Wants-Values, 3: Asking and making commitments, 4: Following Through. I conduct complementary workshops on RightSelling throughout North America.
* No arguments for your limitations: If you argue for your limitations, you will always win. When you see or learn about a new tool/technique, start thinking how it can be done rather than “I cannot do it.”
* Serve; Not Service: Our customers want us to serve them; not service them. Difference? Service is, if something goes wrong, we will fix it. Serving is, doing it right the first time. Therefore, strive to do it right the first time and communicate to your customers.
* PamiTalks: Once a month, watch one of the PamiTalks videos (each two to five minutes). Each video comes with an amazing companion document that describes the tool, why that tool is important and how to implement and improve from the use of the learned technique. For best results, please first read the document and then watch the video. These are available on stainmasterlink.com
* New Good-Better-Best is the Best Better Good: Twenty-plus years ago (when Internet was not part of our lives), manufacturers created many products in good-better-best weights and benefits. Customer would come to buy the advertised “good,” and you and I would have to upgrade them. Today’s customers shop on the Internet and want to buy the best that they can afford. Therefore, why start with the good when they want the best. Have you met a customer who says, “Show me the worst you have for $$$$”?
* Focus on Three Things that Make You Successful in Selling: enthusiasm (have a childish enthusiasm; if you are not excited, the customer will not be), confidence (stating the facts humbly), knowledge (not information). Gain knowledge by attending a training/webinar or reading an article. Subscribe to industry publications or read online.
* Positive Words: Change your world with your words. One word could make a huge difference in your presentation. As an example, “house” is brick and mortar; “home” is where people live, emotions, feelings, love, family. Therefore, say “It is going to look great in your home”—not house. I have put together a list of 50 power words that are available to floor covering professionals.
* Mentor Someone-Help someone: When you mentor someone, you end up learning. We need the next generation in the industry. Mentoring new sale people can be your contribution to the industry.
* Ask for reviews: Approximately 40% of customers get influenced by reviews. If you do a great job, it never hurts to ask for a positive review. Try it—you may be surprised how many customers are willing to do that for you. Read your competitors reviews as well.
* Area Rug Opportunities: Studies show that approximately three to four weeks after hard surface is installed, customers are looking for an area rug. Build in a cut-and-bound area rug at least for very fifth hard surface sale (to start).