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Lesson B-121-3 Home Tour $149
This part of the sales process is where everything comes together. Your success here can spell increased transactional sales, better odds of a lucrative long term relationship where you tap into your prospect's long term goals and aspirations, which transcend things like price and move you into an entirely new buying universe.
On the other hand, your failure at this juncture of the sale can mean more than just a lost client. It means that you were unable to generate any kind of emotional energy from the customer, which can really hinder your ability to take your business to another level.
Therefore, it's imperative you go into the Home Tour armed with every piece of usable knowledge at your disposal. This lesson will provide you with this knowledge.
In addition to the continuation of the Transition to Home Tour from the First Visit lesson, you'll learn:
- Bonding: this is the time to be listening to the prospect, not selling yourself. This is a learning experience for you. A fact finding mission.
- What to ask when you enter a room: there's a right way and a wrong way to tour a home, and if you ask the wrong questions it can lead to a disastrous tour. Here you'll learn what you should do specifically every time
- How to use your portfolio: when conducting the home tour, timing is everything. In this lesson you'll discover how to time the presentation of your portfolio in such a way that it complements the presentation at just the right time, as part of a carefully orchestrated sequence of events.
As with every lesson in this entire course, preparation is the key to success. Once you take the Home Tour lesson you'll never have to go into another home unprepared, saying the wrong things at the wrong times.
The Home Tour will also, most importantly, equip you with the know-how you need to put the customer at ease, in a frame of mind that focuses on their deepest desires. You can be the key to making their dreams come true, leading to sales based on emotion rather than price. But you have to know what to say and do to become that key in their minds. Your mastery of this is your ticket to huge home tour success.
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On-Demand Courses
| Biography |
Neil Gordon, The Designer's Coach comes from a family in the Home Furnishing business. His career began early cutting his first roller shade at the tender age of 10. As a third generation retailer he learned from his parents and grandparents, the subtleties of running a business. These powerful role models taught him the value of building relationships in selling. At the age of 28 in Boca Raton, Florida he started his first business as a custom drapery workroom to the trade and built a successful window treatment company.
In 1991, he relocated back to his childhood roots in New York and established his window treatment design and sales business, "Decorating with Fabric". As a full custom workroom, they fabricate window treatments, bedding treatments and upholstery. During the past 16 years, Decorating with Fabric has created exceptional designs and unique window treatments for thousands of delighted clients throughout the eastern seaboard.
Neil Gordon has served on the editorial board of Window Fashion magazine, and was a monthly columnist. He has been featured as a cover story in Drapery and Window Covering Magazine. He is a business coach and his site www.the
designerscoach.com serves the interior design industry.
Neil recently started a new online learning website called The WCU Online www.thewcu.com. This is a site dedicated to training window covering professionals in all aspects of their business. |
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