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Clay Morse
is co-owner of Granite Transformations “The Countertop That Fits on Top” Clay is a graduate of Fort Hays State University and has been in the Home Improvement Business for over twelve years and co-owner of Granite Transformations of Wichita for over three. Clay is a member of the Wichita Area Builders Association and also a member of the Remodelors Council within the WABA. He enjoys watching sports, going to the lake, Snow-skiing, and family vacations. His wonderful wife of twelve years, Megan, is a local Pharmacist. Please feel free to contact Clay at 316-681-1900 or stop by The Granite Transformation Showroom for any information or advice you may need.
Home Improvement
2007-12-01 10:04:00
Can you trust your sales professional?
Good salesperson or great sales professional?
Answer: When a homeowner decides to spend hard earned cash on a product or service to upgrade their home, what makes them choose one company or product over another? Savvy business owners know that their sales professionals drive their business. Without the specialized efforts of these professionals, there would be “less” business. When I approach sales, I put myself in my customer’s shoes. What would I expect from a sales professional I’ve invited into my home? 1. First Impression…They must arrive on time. Their sales kit should be neat and organized. This assures me that they are ready to focus on my wants and needs 2. Company introduction…The professional should be able to share with me the details of the company they represent. Knowing this will make me feel secure with their company doing work in my home. 3. Product knowledge…They should be able to discuss the product being considered in detail and tell me why it is the best choice for my home. They should also have knowledge about competing products. 4. Installation procedure…They should be able to describe the process of installation including when my job will start and when it will be completed. Also, what does your sales professional have to say about the installation team? I recently heard one of my own Sales Professionals describe our installation team as “true craftsmen” and not merely installers. She went on to convey to the customer that our installation teams care about the quality of their work and that they are professionals that you will feel comfortable having in your home. After all, they are strangers to you. 5. Close the sale!...By now, I feel comfortable and decide to go ahead with the purchase and sign the contract. Then what? A true professional will stay in contact with me as my work progresses. They will take my calls and answer any questions or concerns I might have. 6. Job complete!...Now what? A sales professional will call you and make sure you are satisfied with the product and the workmanship just completed in your home. Most will ask if they can drop by to see the finished product. Some may ask if they can take pictures. Each sales professional is unique. Their style and approach might be slightly different from someone else’s. You can study and take classes in salesmanship to learn the basics, but the true professional either “has it” or doesn’t. When it’s all said and done and you are thrilled with the work just completed in your home, the true SALES PROFESSIONAL wants to know that you would recommend them to other potential customers and that YOU WOULD DO IT ALL OVER AGAIN!
 
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