IDENTIFY SALES CYCLE
Kehler shares that his story in sales started
with a Dale Carnegie Sales Training Course,
and he knows several members of his NARI
chapter who use the Sandler Sales Training.
"It really doesn't matter [which training] as
long as you are getting a fundamental un-
derstanding of what sales is," he says. "e
important point is to find one that makes
sense to you and use it."
A basic understanding of a "sales cycle" will
help client interactions by allowing you to
identify and tailor those interactions based on
what "step" they are on in the cycle. According
kitchen because it would be fun. No, they do
it to gain pleasure — "turning the den into a
theater and entertainment center will be so
cool" — or to avoid pain — "Mom can't take
care of herself anymore, so if we remodel our
kid's old room we can care for her here,"" says
Homer "Peck" Kehler, M.B.A., president of
Iliad Financial Services and finacial services
representative for Principal Financial Group.
"e sales solution in each of these cases is
entirely different. e person who takes the
time to ask questions, discover the need (plea-
sure or pain) and provides solutions designed
to fill that need will have a new client."
Need-based Selling
Asking the right questions to discover the "need" and then identifying
their location within a sales cycle can help close sales
By Kacey Larsen
ot everyone believes they are a
born salesperson, but everyone
can ask questions to which they
can supply solutions based on
their skill sets. Congratulations, you can
do sales.
"A concept in sales that's critical for re-
modelers to understand is there are only two
reasons any of us ever buy anything. Whether
we are talking about a new car, pair of shoes
or remodeling our home, we buy to either
avoid pain or gain pleasure. at's it! It's a rare
couple who decides one morning they should
spend $50,000 or $500,000 to remodel their
N
PROFITS: NARI Recertification