Color Cues: A Fresh Approach to the Sales Process
After visiting hundreds of retailers, countertop fabrication shops, kitchen and bath showrooms, and home centers, Nancy Busch, executive director of the International Surface Fabricators Association (ISFA), uncovered what paralyzes a customer’s ability to choose a material: a lack of emotional connection.
It all starts with one simple question: What’s your favorite color? The answer is the key to understanding how you can relate to your customer on an emotional level, the level that closes a sale quickest. Salespeople spend way too much time selling from their own perspective and their own aesthetic. It’s not about what you think, it’s about what your customer thinks!
If you’re organizing your showroom by material or crowding in as many display racks as you can, join Nancy as she presents a fresh approach to the sales process and showroom design.
Learn how to break the cycle and find a direct path to better understanding — and serving — your customers’ needs.