There’s always been this debate among floor covering sales trainers about what is most important in a sales presentation. Is it fashion, color and design? Is it finding the real use needed for their flooring purchase? Or is it finding the buyer’s budget capabilities? All three need to be considered and addressed, but it’s the order you handle them that can make you a Trusted Sales Advisor.
It all comes down to the old wants, needs and means debate. Wants are what we would like to have. Some want a big beautiful home or a fancy luxury car. Some want wealth and fame. Some just want a great family situation and a comfortable life style. That’s the category that I fall into. Needs are the bare minimum we need to make it through life, like food, water, shelter, adequate flooring, and in my case, a good TV set. Our means dictate what level of our wants can be achieved. Our means tell us if we can have the luxury home or just a low-rent apartment. Throughout my learning curve as a sales trainer I’ve heard every different theory on how to make a sale.