Remember when Lehman Brothers went down in September of 2008, and your sales volume dropped precipitously like a large rock falling off a high cliff? Helpless feeling, wasn't it? Even the most senior designers in the kitchen/bath industry could not seemingly make a sale happen back then. Cabinet manufacturers who had just expanded their plant facilities to handle the booming demand of the 2003-2008 economic expansion were just as helpless - aghast at the rapid decline of incoming sales orders.
More than likely, you've come up against ojbections from a client before. Maybe, more often than you'd like. But how you handle it can make the difference in ultimately gaining the sale, or not. Dale Carnegie has developed a powerful, structured response to handling objections and a few of the steps are outlined below.
About eight years into the kitchen/bath design profession, I developed a different way of doing business that completely transformed my operation, producing results far beyond all expectations. This new sales process was predicated on four core marketing principles:
Sixty years since the advent of the modern kitchen/bath industry, design firm owners are still not making nearly enough money for the beautiful, functional, and complex projects they design and produce. A bold statement, yes. Here's my proof that dealers are not charging enough for their work. The vast majority: