Good? Better? Best?
Do you know your Sofashield, Good, Better and Best???
YES
Uhhhh
No
Ask me tomorrow
DUMAS Structure delivered every time, MTO or Rehome me
Good
Better
Best
Make your care advice a conversation, do not oversell the products
Good
Better
Best
DUMAS Structure delivered every time, with light and shade in your tone and pauses at the right moments
Good
Better
Best
Stand up and present plumping / dressing
Good
Better
Best
DUMAS structure delivered using the customers own words. Make the situations more personal, childrens/pets names, incidences with old sofas
Good
Better
Best
Don’t forget to focus on the maximum benefit…a replacement sofa
Good
Better
Best
Deliver 3 relevant/key benefits of sofashield
Good
Better
Best
Break down the price to help the customer understand the relative cost. “ the price is £250, which is just over £4 a month for 5 years cover”
Good
Better
Best
Be comfortable with overcoming concerns or questions the customer may have
Good
Better
Best
Do you know your Carekits, Good, Better and Best???
YES
Uhhhh
No
Ask me tomorrow
Take the care kit into the bay
Good
Better
Best
Have great knowledge of the contents of a care kit
Good
Better
Best
Demonstrate if required by showing the contents and actions, blotting not rubbing etc
Good
Better
Best
Remind the customer these can be used for other items too such as dining chairs or car seats
Good
Better
Best
Always offer 2 for £60 or 1 for £39
Good
Better
Best
Explain how to use the kit and explain main benefits
Good
Better
Best
Explain to the customer that using OUR care kits is REALLY (emphasis on those words) important
Good
Better
Best
Theatre and drama when talking about natural oils from your hands and head… (sit back and show on the sofa)
Good
Better
Best
Explain that we use our care kits to maintain our own sofas in store
Good
Better
Best
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