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Rock a Buy Baby

Your world has just been changed forever! Your day-to-day existence has been "rocked" to its core. You've just received the wonderful news that you and your family will be expanding. It will be growing, for you, in more ways than one! Yes, its true, your new addition is on its way. You're "rocking" alright! You need help. You need answers. The right answers. Hey, this is your new bundle. Your new bundle that is leaving you excited, scared, and very, very proud! Your first baby, that word now consumes your thoughts, actions, and your psyche in general! Yep, YOU'RE "rocked!"

Now it's time to roll! Roll, run and they're probably skipping to their local furniture store! They must get going. Shopping for their new bundle of joy is their top priority. But, they're confused about how to start, where to go and exactly what to look for.

These new proud parents aren't the only ones who are confused when they start their shopping journey. According to the Consumer Buying Trends Survey, 11 million U.S. households also ventured out on this same quest in 2006. However their path led them into the land of overwhelm and these consumers, who were on a mission to make a purchase went home without having done so! They call it the Buying Gap. This "Gap" cost our industry $7.5 billion dollars. That amount of currency stayed in the wallets of those shoppers! That's not a gap. THAT'S a travesty!

They're looking for help. Pull up a chair for them. Offer them a front row seat. Help them get comfortable. They told you that they are "browsing" for rockers. This, of course, means that they need to "try them on." It's been called "the fanny test," and the "tush meter." What it MEANS is that like anything that they will be sitting in, they have to TRY IT ON.

Never forget, you are in the solution business.

"Salespeople" didn't get the message. They think that selling is telling. Don't tell them anything. Listen to them. You must ask, and then hear what they need, and what they want.

You know your stuff. You know what she needs. You've been trained on product knowledge.

Yes, you know your stuff, and now you want to share your newfound knowledge with the new moms and dads that you meet. Be careful here. Because you want to share you can end up "spraying and praying." This is where you "spray" all of the product info you've accumulated, and then "pray" something sticks! Your customers become bleary eyed as they move into the land of overwhelm, and are enshrouded in the cloud of confusion.

They don't care about your "script," about the product and what's "in there," until they care about you. Selling YOU first, is more important than the fact that it's "double doweled and "glued!"

You need to know all about your product, you do, it's important, however, you have to sell you before you ever sell anything else. If they don't "buy" you, it doesn't matter what you know!!!

What were these proud parents looking for? What do they want? What do they need?

They'll be rocking the night away with their new addition. According to "The Gap," 72% bought rockers, 28% did not. What happened to almost 30%!? Where did they go? What features were they looking for? What benefits did they want to know about?
Enter you, the professional consultant.

First, let's find out who's going to be spending time cuddling little "Joey" or Megan. Do they want arms or no arms? Decorated or painted? (Hint: Ask them what their rocker looked like when they were being "serenaded.")

If they're tall, and "well rounded," they'll need a chair with a higher back, and a larger seat.

They want quality so they want the spokes to be part of the frame, not installed, screwed or jammed in at the end.

About those spokes, if they're not using a back cushion, the spokes should be flat, not round for ultimate comfort.

The drawers should be dovetailed so that they can be passed down to future generations. The bottoms should be waxed and have glides for easy handling and balance when they are being opened while holding "junior." The insides should be finished and smooth so that all those wonderful "gifts" are not ripped or snagged.

What other benefits are important just to them? Ask them, listen, help them. That's why you're the Pro!

Don't let that "Gap" become a canyon!

Apply the Magic Formula to what I call My Law of "C."

When you're Comfortable you get more Confident.

When you're Confident you get more in Control.

When you're in more Control, you become more Consistent.

When you become more Consistent, you Close more sales.

When you Close more sales
You earn more Cash
So says Cathy with a "C!"

Cathy Finney is President of Ancell Affiliates/ Trained & Talented. She is a noted motivational speaker, sales trainer and management consultant.