1. F.E.V.O Focused Effort VS Opportunity

2. The Art of Qualifying Michael Hetherman C.K.D. Willis Supply Co.

3. Introduction l I am Michael Hetherman, President / C. E.O. of The Willis Supply Company Ltd. l I am a Professional Salesperson who also happens to be a Certified Kitchen Designer.

4. Today’s Format l What is Qualifying? l We MUST qualify! l How to Qualify your customer. l Through an Interactive open forum, We will make today a success.

5. What is Qualifying? Webster’s dictionary says; l Qual ’ i - fy “ To Reduce from a general to a particular or restricted form” Syn. Prepare. l Pre - pare’ “ To Fit, adapt, or qualify for a particular purpose or condition; make ready

6. We MUST Qualify!! QUALIFY OR DIE!!

7. How to Qualify Your Customer? 1st - You must know who you are and what your company can provide. 2nd - You must have a series of qualifying questions to determine if you have products and services that will fit the customers needs. 3rd - You must listen!

8. How to Qualify Your Customer? l Remember a customer is; A prospect who is ready and willing to purchase your good and services. l Remember to ask the right questions. The person asking the questions is in control

9. Discussion Question What do Salespeople think of the Customer?

10. What YOU think of customer? l Demanding l Time consuming l Unrealistic l Uneducated

11. Discussion Question. What does the customer think of salespeople?

12. What Customers think of you l Salespeople are all the same l Unprofessional l Annoying l Uneducated on the products they sell l DON’T CARE ABOUT US -LUNCH BAG l CAN’T TRUST

13. Discussion Question. How do you explain what you do?

14. How to explain what you do l State differences - Professional (Certified Fabricator) - Replacement Countertop experts - Demonstrate your differences eg. Photo Album, Referral letters, Plant Tours. l An example - Tour guide statement

15. Discussion Question. What questions do you need the answers to?

16. Examples of questions you need the answers to l New Construction or Remodel l Gutting Kitchen or Facelift l Are you interested in a Hassle free approach to remodeling. l Is there any other people who will be in the decision making process l When do you want the remodel finished l What is the #1 reason you are remodeling = Hot Button

17. Examples of questions you need the answers to l Have you ever worked with any other professionals, such as an interior designer, architect or Kitchen Designer? l What area do you live in (referrals etc.) l What finished look are you after? A high fashion / high performance kitchen or just spruce things up a little?

18. Examples of questions you need the answers to l What are you looking for in your new kitchen? This helps prioritize their thinking. l REAL BUDGETS - Not fear / No trust numbers l What’s different about these Questions?

19. NO PRODUCT QUESTIONS!!

20. Discussion Question. Who is in control of the sales process You or the Consumer?

21. What Does All This Mean? l The kitchen and bath industry needs to become more professional! l We must get accessible.. When we do we must be professional. l One of the keys to success is you. BE THE BEST!! l Remember ; IF IT’S TO BE...IT’S UP TO ME

22. Summary In today’s world of “Hyper-change” it takes Speed, Adaptability, Innovation, and a hair-trigger responsiveness to the rapidly changing marketplace. People need to be aligned, moving in the same direction. Energy needs to be focused on moving forward, instead of protecting the past or defending the status quo. Top to bottom, wall to wall, people need to stop resisting and start driving change.