Onsite with the team at Gardners Mattress
That quote in the title of this blog post is something I hear almost every week from a variety of business owners.
They think that somehow their industry or business is DIFFERENT and that they can’t get a huge increase in sales and profits by implementing our trust-based selling system into their business.
Boy, do I love proving those naysayers wrong.
Last month, I was in the US for a few different private client engagements, and one that I’m particularly excited to share with you.
This client wasn’t a multi-billion dollar, multi-national company.
This client owned just a single high-end mattress retail store in Lancaster, Pennsylvania.
After following my work online for quite some time and eventually tracking me down, they agreed to invest in my fee to bring me out from Australia (same fee as any major company would be pay), to spend a day with their sales team, transforming their sales process and culture into a trust-based system.
What was really interesting about spending the day with them, was that I trained them in the store itself, not in an off-site hotel or conference room.
We decided it would be best that they experience our Unlock The Game trust-based mindset transformation in the environment that they sell in.
(When customers would walk into the store, we’d take a quick coffee break, quite interesting experience even for me ;).
We spent an intensive day together creating custom trust-based languaging they could use for virtually every sales scenario they have or will experience in the future.
They currently get walk-in customers of course, but also get inbound leads/calls from their website and their advertising (just like any other business).
Now you would think buying a mattress is a simple transaction: when customers come to store, decides what they want, pays for mattress and leaves.
No way, it’s not that simple.
Just like in any other business, since they don’t have a long and trusting relationship with the store in the past, these prospective customers, as with any prospective customers, have their guard up to prevent themselves from being “sold”.
In other words, they don’t TRUST the folks in the store who want to help them make the right decision.
And trust, is the now the ultimate currency in business, and if that is a new concept for you, I’d suggest you spend every moment of your day thinking about how you can put trust into your sales process.
Literally, the next day after I left the team at Gardeners to visit my next client, they started implementing everything I taught them.
That’s what I love about work with entrepreneurs and business owners, they cut out the BS and politics and they get things done.
Here’s an email that I received from the owner Jeff, after a working with his team:
|From: Jeff Giagnocavo
Date: Tue, 29 May 2012 08:22:41 -0400
To: Ari Galper
Subject: Results of our training day thus far…
So I have to tell you that our training day we had with you was well worth the investment! In our industry paying someone for sales training is almost on unheard of. Often it is left to the factory sales reps or some other type of “drip” type of online format from a third party with the same canned information for all.
Your time, effort, and thought put into our little group was amazing and you helped us “get it” in so many ways. At our core, our group is all about doing what is best for the customer, yet we all left our day realizing that mostly we were missing “holes” we didn’t even know about. Our day together was eye opening!
From the language instruction to the diffusing and re-engaging of objections, you are spot on 100%. Since you came to our store, I have closed more sales that under normal circumstances would have either been quotes or never to be seen again customers. Your process and style is unmatched and certainly is one that EVERYONE should pay attention to. Yesterday, was the kick off to the summer selling season in the mattress industry, Memorial Day.
We did an impressive $24,000 in business in one very short and quick day. In all presentations we used your trust-based selling strategies that you customized for our team, and closed at rate of 75%. Those we did not close, we had good “summary sheets” prepared and will be getting proper “feedback” from those customers this week. From the summary sheet funnel that was filled since your visit, we expect that out of the $80K in potential sales we should be able to close about $60K. Wrapping up our month on a very high note!
Since our day with you, I am happy to report that our closing rate is up 75%. And since we have started to discover the customers truthof their situation, gross profits have grown as well, because we are now better tailoring each package to the customer, instead of a one-size-fits-all general offering.
Thank you for an amazing day this month,
You are the best,
Could your company create a sales breakthrough with a trust-based shift in sales mindset and culture?
To your success,
P.S. I’m planning on returning to the US the last week of August for a few pre-scheduled on-site client engagements. I have one available day that just opened up. If you are a decision maker, have a sales team and are very serious about having me come on-site to transform your team’s sales mindset and their results during this upcoming trip, complete the On-Site Engagement – Action Form by clicking on this link and my staff will get back to you asap to see if we are a fit.