KBDi Affiliate Member, Nina Slade of Prymore Pty Ltd, is a business consultant with a primary focus on the cabinet making and kitchen industry. With over 17 years’ experience in the industry, Nina works with business owners to minimise their business stresses and maximize their success. In this article, she discussed the different kinds of salespeople working in our field…
In the kitchen and bathroom industry, we have designers, consultants, design consultants, sales people, showroom consultants, business owners – oh, the list goes on.
But, as challenging as it is, they are all in some ways sales people. This is not to be looked at in a derogative way at all. Designers are selling their concepts, visualization and hoping to tap into an emotional solution with their clients.
As business owners, you may have a team of 1 – 10 people working in your showroom designing and selling. But what type of sales people do you have actually working for you? Let’s look at the different types:
This type of person gears their pitch or concept so that the client “asks if they can buy or where do I sign”. The risk with this type is that the pitch can end very quickly and there are no persuasive skills implemented to get the client over the line.
This type of person talks a lot about the product. How great the kitchen or bathroom is. How this or that works. The risk with this type is that sometimes the client’s real needs are forgotten or overshadowed by the product on offer as there is so much focus on the technical or design aspects of the kitchen.
This type of person promises the world to get the sales. Typical “yes” person to everything when it may not be possible. The risk with this type is that it can provide big trouble if your business can actually NOT deliver what has been promised. Or it is delivered by at a huge cost to profits.
The Problem Solver
This type of person identifies the customer issue at hand and then their main focus becomes solving the problem. The risk with this type is that they get so involved in problem solving that it chews up so much time and effort when the client hasn’t even signed up. What’s to say the client doesn’t take the solutions to a competitor for a cheaper price?
So, what is the best type of sales person to have?
If we could have one wish from a genie, I would say “A bit of all of the above”.
But that is not reality. So, let’s work with your current team.
Firstly, try to identify which category your sales people/consultants or designers fit into. Once you understand their selling type, it allows you to develop strategies with them to engage other approaches so they just don’t sell one way and potentially lose converting that enquiry to a sale.
At your sales meetings, have a “round the table” discussion or training session on different ways people close a sale, follow up a client, etc as every person uses a different approach. We can all learn from each other. As a business owner, be one step ahead of your team by identifying their traits and guide the sessions so all can benefit from hearing strategies from others.
Contact Nina today for a free, no obligation chat about how she can help you and your business.
m: 0414 4447 104