CIA Basic Training
Course Outline

~ The initial contact: The relationship starts here, don't blow it
~ The site visit: Preparation & rules of engagement
~ Presenting yourself as the expert with vast product knowledge
~ Finding common ground: Becoming their new best friend
~ The anatomy of the space: What’s possible and what’s not
~ The art of measuring: Being consistent, thorough and professional
~ Measure twice, cut once: Understanding level, square, and plumb
~ Identifying obstacles, challenges and potential problems
~ Learning what to ask and when to shut up and listen
~ The interview: Their needs, their wants, using your checklist
~ Taking inventory to compare before & after, solving their problem
~ Designing ~ Level 1:
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the basics of layout
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the closet components
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the rules and the standards
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the do’s and don’ts
~ Designing ~ Level 2: Closing the deal, on-site, in one visit
~ Designing ~ Level 3: Using Universal Design as a great sales tool
~ Preparing for your presentation by selling value, not price
~ Closing the deal: When, where, & how
~ Overcoming objections and competitive bids
~ Revisions and when to offer discounts
~ The up-sell: People buy what they see ~ Trends, gadgets, sizzle
~ After the sale: Testimonials, photos, social media