Transition phrase

Are you more interested in comfort or versatility in a chair?

Depending on the answer, we either go to the comfort (kinesthetic) talk or versatility (visual) talk.

Secondly, they have answered a question, so lets build some interest using more questions.  We should all know the features to benefits conversion techniques, but lets relate the features specific to the type of person.

1)      Comfort

a.       Great!  Please have a seat!  How does that feel?

b.      When do you spend time seated?

c.       What do you sit in when watching TV or reading?

d.      How does that chair feel after an hour?

e.       How does the ____ feel? The material feel?

f.        Which do you think would be more comfy to (favorite seated activity?)

2)      Versatility

a.       Great! Lets take a look at these.

b.      Where would you place a chair like this?

c.       What are your color schemes?

d.      Who would you see sitting in it?

e.       Which color do you prefer?

There are no doubt many other questions that could be asked.   Try to stay away from those that can be answered yes or no.  

Think of sales as a funnel.  You are asking questions to bring them down to the bottom.  Bring in feature to benefit statements after you have created interest and now want to show them how great the chair will be in their life.

Remember:  buying is almost always an emotional decision. 

(We should discuss finding a hot button and working it.)

Next “transistion to the close”