A book I am reading mentioned an interesting factoid:
Banks have higher closing ratios when the loan officer/manager sits on the same side of the table as the client. This is opposed to the traditional set up where they sit across the desk. The idea is that the client feels the bank rep is on the same “team” as them, helping them to understand the terms, rather than being the opponent to wrassle the best deal out of.
Just something to think about.
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Replies
thinking I am....
I like it.
Lakeside...On the mountain, near the stream,
aj
Builder of Fine Homes & Tennis Courts And featuring; Great Camps of the Adirondacks
Excellent hint Jason. Thanks. What book was it you were reading?
Shift Click on Discussions to Open Them in
a New Window!
(It make them really easy to read just like the
old days)
""The
reasonable man adapts himself to the world;
the unreasonable one persists in
trying to adapt the world to himself. Therefore
all progress depends on the
unreasonable man." -George Bernard
Shaw"
Jerrald:
The book is called "Why We Buy: The Science of Shopping", by Paco Underhill (link below). The author runs a research company that rigorously studies retail environments. They analyze the data to try to discern patterns of what makes retail environments sucessful (or not).
I am currently designing a big record store, and my client had just heard the author at a conference, and was pretty excited about his talk. The book has been helpful for me for retail design. Personally, I thought it was a little too "pop" for my tastes, and would have prefered more depth. I guess thats why you have to hire his company.
This is a book about retail, and not construction or professional services business. So, I recommend it if you are interested in retailers' strategies and tactics either as a professional or a consumer. Otherwise, spend you $15 on one of the books repeatedly discussed here.
http://www.amazon.com/exec/obidos/ASIN/0684849143/qid=1017250118/sr=1-1/ref=sr_1_1/103-9193113-3711856
Jason
Thanks Jason I had heard of the book although I have not read it just because of the reasons you mentioned. ("This is a book about retail, and not construction or professional services business"). I read a lot of business books so maybe it was mentioned or refered to in one of them.
I used to do small retail and botique design a while back and the one thing I remember reading back then on design was: Why is there generally more aisle space alotted for mens clothing to womens. The answer being that men don't shop for clothes alone. I wonder if that's still true. I'll have to see if I can find the books I once had on that stuff.
Forum hint:
Shift Click on Discussions to
Open Them in a New Window!
""The
reasonable man adapts himself to the world;
the unreasonable one persists in
trying to adapt the world to himself. Therefore
all progress depends on the
unreasonable man." -George Bernard
Shaw"
I've been using this technique in my office for years. I have two
side chairs near my desk, and I often come around from behind the desk to sit next to someone, especially if I have something I want to show them. It "warms up" the relationship and I always have good results.
I've told the regulars before; I'm a big guy, about 6' 7" and around 250 lbs. I generally stand away from folks - hey, it makes me jittery as hell to be around someone taller than myself, so I'm conscious of how I might make others feel. My desk is actually up on blocks, about 1 1/2", just to give me knee room. But when I move from behind the desk and sit down next to someone, it sort of translates into a "protecting them" move.
But keep some breath mints in your desk !
Greg.
I can see that line of thought...being on the same team......but there are definite advantages to sitting across...and controling the meeting. Betting some people would like to see their contractor as a partner....while others would only hire a contractor that presented an aura of strength. Something to consider. Maybe have 2 persentation styles for 2 different clients.
Another tip along the same lines.....people buy more from people like them......and "being like them" isn't so obvious.....an old sales trick.......mimic the client's body english. They lean back....you lean back. They tend to talk while leaning in....you lean in while talking. Just generally adapt to their general posture and style.....not necessarily going out and changing into an outfit that is identical to theirs! Jeff
* Jeff J. Buck/ Buck Construction/ Pittsburgh, PA *
2nd Generation Buck Const, 3rd generation Craftsman
Jeff,
What if dey pick dey nose and scratch dey butt?
Just wondering
You can pick yer friends.......butt........ah...you know the rest. Jeff * Jeff J. Buck/ Buck Construction/ Pittsburgh, PA *
2nd Generation Buck Const, 3rd generation Craftsman
Thanks for the laugh LUVMUSKOKA
Very intresting topic guys (and girls, if there are any)
learned some stuff today.
Some of the gurls can get a little defensive about a move like this. And older people like proper decorum and behaviour. "don't invade my space" stuff.Excellence is its own reward!
Just like at some restraunts where the waitstaff now sits next to ya in the booth to take your order..........I can deal with it....but the wife hates it......all things considered....I'd rather have them stand and write.....the old fashioned way.
Wonder who actually prefers to have a little buddy sitting with them?
Personal space....never underestimate the power of.....
Jeff * Jeff J. Buck/ Buck Construction/ Pittsburgh, PA *
2nd Generation Buck Const, 3rd generation Craftsman