Quotations

• Store manager role and help to the sales associates

• Mastermind – Twelve in two
• Who (is our customer)
• Single/ couple, family, company, other?
• Which FP (Focus Profile of the decision maker!)
• From garuda and which trigger points. Result seeker, quicker decisions?
• What (was the need)
• Sofa, Chair, Table, etc.?
• Where (was the need)
• Living room, kids room, office,
• How (will the product/solution be used)
• Product that is used every day (dining chair that is used everyday for instance), guest room (less use), summer house,
• When (Dead line)
• When do they need it? Does the customer have a specific time where they need the product?
• How (much was the budget)
• Did you? (ask for the sale)
• Yes/ No
• How (did you ask for the sale)
• Explain in which way, how did you formulate it? Did you use an argument to ask for it? (Example, “ The delivery time is 4 weeks and with the 5 weeks deadline, we can just make it by placing the
order today, should we go ahead and order it?”) or did you ask in another way?
• Which (barriers are we facing)
• What reasons does the customer have to “decline” the great solution we are offering them?
• Which (benefits did we present)
• Product benefits, benefits at the specific furniture solution, great combination with their current furniture,
• What would be the reason, in the customer’s mind, that they would place the order when we contact them?
• Which trigger points do we have? What has the customer said that could be an incentive to buy the product? Which of the benefits gives the customer a great reason to buy?