Interior Design Sales - The Love And Hate Of It

If I were to say these words, “pushy, phony, obnoxious, pressured, and pest”, what would come to mind? I bet more than a few of you thought, “salesperson”. I've been coaching interior designers for years, and if I had a nickel for every time I heard the words, “I hate to sell!” I would have a huge pile of money. That's because, not unlike misconceptions about interior designers, years of misguided and poorly trained salespeople have given the art of selling a bad reputation.

Whether you want to admit it or not, sales is a critical part of being a successful designer or decorator. You can be the most innovative and creative person around, but you'll need to sell yourself to win the client, you have to sell your ideas and philosophies to get a retainer, you must sell your design concept to get the project, and you have to sell your presentation to get paid. Most important of all, if you don't accomplish all of these steps, you'll never see your beautiful designs come to life.

It took me a few years to come to this realization myself. It wasn't until I was working at a design firm in Florida, and my boss generously paid for our entire staff to attend a one day sales workshop taught by Tom Hopkins. Little did I know, I would be learning from one of the best sales trainers in the world.
At first I didn't understand the need. Why did we need sales training, when we were trained interior designers? As I sat there in the crowded auditorium, I noticed other professionals like dentists, and military recruiters. What I soon realized is, any career that interacts with people in need of making an emotional decision, will benefit from having a qualified and professional salesperson.

Here are just few takeaways, that I truly believe in, and practice today.

1. When you understand the psychological process of a customer, you can put yourself in their shoes, and better help them make decisions.
2. Your clients have a real need, and they often have a difficult time expressing what that is. It's your job to ask the right questions to uncover what they need, and then simply fill that need.
3. For most people, making decisions can be scary. You must take the time to earn their trust, answer all of their questions, and help put their fears to rest.
4. People usually need more than they realize. It's up to you to educate them on everything they'll need to achieve that goal. It would be a disservice to them if you didn't.
5. Some people have a difficult time making decisions. It's your job to help them to make a decision, even if that decision is, no. Sometimes a great designer and salesperson, tells people what not to buy.

I've been fortunate to have a long and successful career as a designer. At first. I thought it was dumb luck and there couldn't be any other explanation for my years of success. I've worked with some amazing designers who were seasoned professionals that could design circles around me, and yet I had more clients and made much more money than they did. After my eye-opening day, learning from a true sales master, I realized that I had been instinctively practicing many of his techniques and philosophies on my own. With his guidance and my sudden realization, I began to give equal time to designing and sales.

By: Chelsea Coryell

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Money spent on home improvement, and home remodels are at an all- time high. Today is a great time to make money as an interior designer or decorator. Whether you are just starting out in the design world, or have years of experience, Chelsea Coryell can help you create the design business of your dreams. Drawing from over 20 years of experience as a professional designer and sales coach she can help you www.designforaliving.com/gettoknowyou.html”> Renovate Your Revenue today by visiting www.designforaliving.com where you can download a free video series now.