The 5 Phases

Welcome

Assessment

Presentation

Objection

Closing

Assessment of needs

What is important when you make an assessment of needs?

• Use open questions • Never closed where the customer can say yes or now.

• With open questions you show interest in the customer.• Where will you place the sofa?• How many people shall use it?• What's the color in your living room?

• Make the customer talk.• What do you have to know to make

the sale?• Listen active to the customer

• You have to use what the customer is saying later.

• Focus on the customer and not the product.• Be there, nobody is more important

than the customer.• Look the customer in the eyes and

show that you understand.

• You have to listen intensive and remember all the good info you receive!

• Dining room.• We often have many guests.• The kids are often playing at the table.

• Living room• All 8 of us needs to sit in the sofa.• A lot of kids are playing in the sofa.

• Group work: 30 min

• Make at least 10 “most ask question” that covers all the corners of the assessment for living, dining and sleeping.

• The most important thing is to ask enough questions so that you can sell the right complete solution to the customer.

• The general most ask questions in IDdesign

Expectations.How long have been looking for a new “product”.(sofa, bed, table, etc..)Which kind of “product” Do you have now?What do you like about your current “product”?What are your expectations to your new “product”?Persons.How many people live in your house?Who is going to use the new “product”?How many persons should the “product” fit?Room.How big is your room?How is the structure of the room?What type of floor do you have?What colors do you have in the room?What other furniture do you have in the room?