760: Jessica Harling: The 7 Step Sales Process for Interior Designers and Window Treatment Professionals

Today with Jessica Harling:

Welcome to a Well-Designed Business. Today, we’re talking about my favorite thing—sales. And I can think of nobody better to help me talk through sales than my colleague, Jessica Harling. She is walking us through the proven 7-Step Sales Process from Exciting Windows—the same process that she covers in her course at LuAnn University. You’re going to get a high-level look at every step along the way, its purpose, and how it folds into a successful sale.

Pick it apart:

• [10:50] LuAnn and Jessica dive into the inquiry call and how it plays into the overall sale. 
• [19:16] Jessica highlights how the preparation for the appointment lays the foundation for success.
• [21:01] Jessica and Lu discuss the meet and greet and home tour, and why taking control is crucial.
• [34:16] Jessica shares the importance of the recap and review to make sure you and the client are on the same page. 
• [44:59] LuAnn and Jessica discuss the eyeball estimate and how to leverage the trial close to move the sale forward.

LuAnn and Jessica Harling’s Ah-Ha moments:

“Doing all these seven steps ahead of time, before you start to show samples, get into the design details, or even get into detailed quoting, all of these seven steps upfront are what set up the next section for success.” -Jessica Harling

 

“That is the Achilles’ heel of an undisciplined salesperson—to get sucked into the rabbit holes and the windy roads of whatever someone wants to talk to instead of leading the conversation.” -LuAnn Nigara

More about Jessica Harling:

Jessica Harling is a 4th Generation Window Treatment Specialist, founder of Behind the Design, and leading expert in employee and process development for design organizations. Her specialty in recruiting, training and change management drives innovative and high-producing results while keeping your team inspired. Behind the Design offers recruiting, onsite and online training, and operations development consulting for design organization to streamline costs, increase productivity, and develop rockstar employees to take the company to the next level.

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