Collaborative Selling™
Collaborative Selling™ for Appliance Specialists
Selling Appliances in 2019, The Challenge:
Major appliances have been sold by retail professionals for more than a century. Through most of that time the process of buying appliances changed very little. Customers searched for bargains in print or broadcast ads, and then shopped retail stores to buy. Store sales consultants were the only way to research, purchase, and arrange installation.
In the last decade the appliance buying process has changed dramatically. The market is now made up of both traditional buyers and connected buyers. Today's connected customers research, buy, and just as important, share their buying experience in totally new ways.
The Collaborative Appliance Sales Strategy:
Collaborative Selling embraces this change, and provides the path for driving appliance sales in this radically new and diverse environment. CEU's Collaborative Selling Workshops identify critical areas where traditional and connected appliance buyers differ. How they get information, how they respond to advertising and sales events, and how they respond to traditional sales strategies.
It's all about their Buying Process:
Today's increasingly connected shoppers cannot be lead or controlled; but they can be influenced. Instead of focusing on our own sales process, collaborative appliance strategy focuses on how to identify and impact our customer's buying process and move it forward.
Collaborative selling shows retail appliance consultants how to identify both traditional and connected buyers, support their process, and gain commitment even before they visit the store, and even when they never enter the store. It also teaches the critical skills needed after each sale to ensure greater customer satisfaction and dramatically increase repeat and referral business through social media.
CEU's Collaborative Selling Workshops provide retail appliance specialists with new perspectives to better partner with all appliance customers; and new skills to support connected buyers and make the sale.
Selling Appliances in 2019, The Challenge:
Major appliances have been sold by retail professionals for more than a century. Through most of that time the process of buying appliances changed very little. Customers searched for bargains in print or broadcast ads, and then shopped retail stores to buy. Store sales consultants were the only way to research, purchase, and arrange installation.
In the last decade the appliance buying process has changed dramatically. The market is now made up of both traditional buyers and connected buyers. Today's connected customers research, buy, and just as important, share their buying experience in totally new ways.
The Collaborative Appliance Sales Strategy:
Collaborative Selling embraces this change, and provides the path for driving appliance sales in this radically new and diverse environment. CEU's Collaborative Selling Workshops identify critical areas where traditional and connected appliance buyers differ. How they get information, how they respond to advertising and sales events, and how they respond to traditional sales strategies.
It's all about their Buying Process:
Today's increasingly connected shoppers cannot be lead or controlled; but they can be influenced. Instead of focusing on our own sales process, collaborative appliance strategy focuses on how to identify and impact our customer's buying process and move it forward.
Collaborative selling shows retail appliance consultants how to identify both traditional and connected buyers, support their process, and gain commitment even before they visit the store, and even when they never enter the store. It also teaches the critical skills needed after each sale to ensure greater customer satisfaction and dramatically increase repeat and referral business through social media.
CEU's Collaborative Selling Workshops provide retail appliance specialists with new perspectives to better partner with all appliance customers; and new skills to support connected buyers and make the sale.