Page 15 - LPG September 2018 Newsletter
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Luxury Products Group                                                                                                         The Luxury Report September 2018
To some of you this may be a surprise, but in some showrooms, the employees don’t know what they have on display — or aren’t able to articulate it.
A BEST PRACTICE I HAVE USED
IN THE PAST IS WHAT I CALL ISHOWROOM MAP TRAINING.
n its simplest form, it involves drawing a map of your showroom, understanding exactly what you have in every section of your
displays, and knowing a few key selling points on each product. This is a great way for both new and veteran employees to keep up with, and talk about, what they should be selling.
First, you label each vignette as you map out your showroom, typically in alphabetical order. Then, using spec books, or your own web search options, you pull the speci cations of each product on display, per section, and put it in an electronic or paper binder.
Sounds like a lot of work? It might take
some effort, but doing this will give you a tremendous understanding of your showroom, and in the process, help you discover what is discontinued or what you didn’t realize you had on display. Sometimes you can become blind to what you offer.
After this process is complete, you work as
a team in the showroom, and come up with three things about that vignette that you would communicate with the customer. For example, let’s say you had a Strasser vanity, with an Electric Mirror (Radiance Collection), and a Graff faucet on display in brushed gold. You would have the customer, not you, operate the
drawers of the vanity, and you would talk about the fact that it is American made, with the  nest plywoods and hardwoods available, and encourage the customer to not the thickness of the sides of the cabinet. When you both looked at the mirror, you would discuss how it uses less energy, that the LED lights face inward,
and the color rendering will help makeup application look perfect. When operating the Graff faucet, you would talk about the quality of the  nish, the smoothness of the operation, and the luxury style it offers as a complement to the bathroom.
As a collection, you would focus on the three key points of style, quality and function. Be sure to read the queues of the customers, and ask what they think of the style, or if they would prefer something different?
The objective is to create a Disney-like experience in the showroom, with rehearsed points of interest that give showroom employees con dence in what they are selling yet still open to understand of the needs and questions of their customers.
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