Hardwood Floors October/November 2024

By Paul Reilly

1 COMPANY AND PRODUCT EXPERTISE This means understanding your value and being able to communicate it to your customers. Use the following questions to build your knowledge base: • How do you bring value to your customers along the three dimensions of value: products, company, and people? This forms the basis for your customer messaging campaign and your value-added sales presentations. • What is your unique selling proposition? This is how you will stand out in the customer’s mind and make it easier for them to recognize and appreciate your value. • What is the long-term outcome for the customer in choosing your solution? This is your value proposition and will vary depending on the customer.

salesperson persists affects the buyer’s response. If the salesperson persists when the buyer says “no” and should have said “yes” (because it would benefit the buyer), the buyer defined that as persistence. If the salesperson persists when the buyer rejects the offer because the salesperson needs to make a sale that day, the respondent defined that as “pushy.” It depends for whom you are persisting – you or the buyer. Medical professionals, athletes, and musicians study and train for years before they are called professionals. Professional study is an ongoing process of learning and exploring the dynamics of your company, customers, and industry. This includes product and company knowledge, customer knowledge, and competitive intelligence. The ongoing study of your value, customer needs, and market pressures keep you nimble and relevant. Your success will, in large part, depend on your ability to leverage your knowledge to adapt to a world that is changing constantly.

ESTATE COLLECTION Where Old World charm meets New World craftsmanship The MADE IN USA Estate Collection by Kährs offers a blend of timeless elegance and European sophistication, all while showcasing American craftsmanship. Each piece in this collection reflects our dedication to unmatched quality, sustainability, and design. Inspired by the grandeur of European-influenced American Estates, we've curated a selection that brings that same level of elegance into homes, utilizing only the finest American materials and skilled artisans.

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