How to Sell Attachments Newington CT

Its been a good day at your business. Your team is busy, some of the techs are back from the days job site, and the sales team is bantering about the need for a cool new product that does something better and faster. Then, a prospective client calls in and asks for one of your salespeople. They recognize the name as a long-standing prospect, one that everyone expects will roll into a big system when and if someone could just close them. So, someone hushes the ribbing and takes the call.

Closing sales makes things happen and selling motivates everyone, even the customer, because they have something to look forward to. It takes real skill to sell the fun stuff we deal with. After all, were talking about peoples homes, personal entertainment choices, their lifestyles, their families, and their money. Use that skill to attach some new ideas to the system.

What if you took the opportunity to talk to that prospective customer about something new, exciting, and different? Im talking about something that hasnt been part of the potential bid in the conversations so far. Are you going to just get into the file and go for the close on the system as is?

The good salesperson does just that. He or she gives the customer what he wants, expects, and has agreed to previously. The savvy salesperson approaches it differently. Every conversation with a prospective customer is a chance to start the chat with a new selling idea. It means being more creative and confident. Attaching value and products to whats already been sold is what a savvy custom salesperson is all about.

Lets start with the finite. The customers home, family members and their habits are pretty much what they are. But what about those rooms in the home that have been specified for integration, speakers, lighting control, and an intercom? What can you recommend to your customer that will enhance their experience in that room? They came to you in the first place because they wanted to enjoy their home life even more, and they trust you to be their guru. You have the advantage here because not only are you confidently aware of their preferences and budget tolerances, but they have already committed to a project that they like.

Attachment selling begins with an idea to enhance an experience. Start with some careful consideration of what you have in the spec for your prospective client. For example, the plasma in the casual dining area is flush on the wall. What about changing the mount to an articulating model so that the customer can have flexibility in placing their family dining table? There are speakers in the backyard and on the master bedroom deck. You know that your client has a couple of cool motorcycles that he likes to tinker with in the garage. How about adding a pair of speakers and a modest LCD in a corner of the garage? Sell them a subscription to their local cable provider and program their garage keypad default to tune into SpeedVision.

Another technique is to ask your custom...

Click here to read the rest of the article from Residential Systems