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A Saleable Design is a Different Design
by Skip Anderson Selling to Consumers www.SellingtoConsumers.com
Here is a drawing of the customer's current design of, in this case, a master bedroom closet (in plan view):
After living with this design for years, the design becomes implanted on the prospect's psyche. This doesn't just happen with closets, but with kitchen design, landscape design, and office furniture layouts.
The sales and design professional can increase the possibility of selling a new closet to this prospect by completely changing the design.
Here is the salesperson's proposed new design:
Of course the improved storage capabilities for folded clothing and shoes is desirable in this new design. But notice the general shape of this new design. It's new and fresh.
In the new design, the salesperson has filled the back wall of the closet with hanging clothes first, then filled in the remaining side walls with storage cabinetry. This design approach serves to shorten up the long and narrow feel , ala bowling alley, of the original closet. This size of the closet is the same, but the feel of the closet will be more square and less rectangular.
If the prospect is not stuck in old-design thinking (which does happen from time to time), the salesperson will have a high likelihood of selling this new design. This is especially true if her competitors propose a design for the prospect's new closet that is in the same basic shape as the old design.
In design sales, the DEGREE OF DIFFERENCE between the current design and the proposed new design is often what sells the project.
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