Hardwood Floors December 2019/January 2020

By Paul Reilly

why buyers object on price. A buyer thinks your price isn’t fair for what they’re getting. Adding more value will demonstrate fairness. PRESENT THE OPPORTUNITY VALUE We recently sold our home (in case you couldn’t already tell from the article). Our house has wood paneling throughout the kitchen and family room. Although we have always preferred the look, feedback from a few buyers indicated they would prefer to paint the wood paneling white. So, our realtor decided to “virtually” paint the woodwork. He was able to edit our photos to show potential buyers what the roomwould look like if the walls were painted white. Realtors help prospects see the potential, not the problem. How could you help your customers see the potential? In Value- Added Selling, we call this opportunity value . Opportunity value is what you give the customer the ability to do tomorrow that they cannot do today. Perhaps your solution will save them more time, enhance productivity, or help the customer make more money.

Be able to clearly define how your solution positively impacts your customer’s solution for their customer. This is called presenting the synergy of your solution. Synergy means that the combination of something is greater than the sum of the individuals. Ask yourself this question to determine your synergy, “How does our solution add value to our customer’s solution?” What is the customer’s first impression of your solution? How often are you viewing your solution through the eyes of the customer? Adding more value begins with adding more effort and focusing on the details. Before your next presentation, focus on the details. Every detail overlooked by the competitor is an opportunity to differentiate. g Paul Reilly is a speaker, sales trainer, and co-author of Value-Added Selling, fourth edition (McGraw-Hill, 2018), and host of The Q and A Sales Podcast. For additional information on our keynote presentations and seminars, call 636.778.0175 or email Paul@ReillySalesTraining. com. Visit www.TomReillyTraining.com and signup for our free newsletter. DISANO by HARO – The Design Floor for Healthy Living HARO LAMINATE FLOORS – Simply Better HARO ENGINEERED HARDWOOD FLOORS – One of a Kind Germany‘s leading Engineered Hardwood Floors manufacturer – Now in the United States Inspired by a puristic, almost sober interior design, we at HARO develop beautiful floors that are perfectly aligned with the zeitgeist.

Come and see us

THE INTERNATIONAL SURFACE EVENT, LAS VEGAS book your appointment for a lunch&learn @ usa@haro.com

January 28–30, 2020 HARO Quality Flooring Booth Nr. 5339G

Hamberger North America LLC, 700 Golf Lane, Bensenville, IL 60106, USA, usa@haro.com http://www.haro.com/us, ph. (hotline) (866) 608 4276

www.haro.com