First, I’d like you to unlearn some things you’ve probably learned about selling. No, it’s not about you winning at all costs. No, it’s not about trying to convince your potential customer to buy your thing regardless if they need it or not. And no, it’s not about offering the cheapest possible solution that fits everyone’s budget.
You know the people who rave about being able to sell ice to an Eskimo, referring to the art of persuading people to go against their best interests or to accept something unnecessary or preposterous?
That… please unlearn.
Great selling, it’s something far more than that. The real art of selling comes from the place where you, as the service provider, are able to identify what your potential customers want, and more importantly, need, and then package your services and products to solve their biggest pain point in the best possible ways. More effectively, with better quality than anyone else, and most importantly, to perfectly solve that specific customer’s specific problem.
See, not the cheapest, but the best.
+ It’s about finding out what your potential customers biggest pain point is, how much they want the solution, and what the dream scenario would be one the problem is solved.
+ It’s about identifying how your potential customer will feel once her biggest pain point is gone, and then mapping out a solution and a process to achieve just that.
+ It’s about understanding the obstacles your potential customer might have towards hiring you to solve her problem.
+ And it’s about gently leading her through the possible scenarios of not taking the action and the consequences that will follow if choosing another route.
The one thing you have to understand in order to sell your interior design services is that your job is to identify the potential customers biggest pain point and the current situation, and the dream scenario. Then you map out the best possible way for her to get from her current situation to her dream situation.
Once you master this, your selling process not only becomes highly effective but also a lot more comfortable and enjoyable for both you and your future clients.