Pormade - PAPO COM A DIREÇÃO - com João Ricardo

Summary

In this video, Henrique, an architect, and his engineer partner discuss their reliance on Formag products for construction projects due to their convenience and quality. They highlight Formag's new entrance door launch, which offers customization options. The video emphasizes the importance of consultative sales, with a focus on visiting construction sites to understand client needs and provide tailored solutions. It stresses the significance of personalized proposal presentations and post-sale support to enhance customer experience and conversion rates. The discussion also touches on the industrialization of construction and the company's commitment to service quality.

Takeaways

• 😀 Henrique and Atalita are a couple of engineers and architects who frequently use Formag products in their projects due to their practicality and quality.
• 🏠 Formag has introduced a new launch at Feon, which includes an entrance door, a product that was previously missing from their offerings.
• 🚪 The new entrance door can be customized with various colors, sizes, handles, and types of locks, allowing for personalization to match the architectural vision.
• 🛠️ The introduction of the 'ready-to-install' door kit has simplified and accelerated the construction process, reducing manual labor costs and time.
• 📈 The script emphasizes the importance of consultative selling, especially in construction, where understanding the client's needs and providing tailored solutions can significantly improve conversion rates.
• 📊 A significant percentage of clients (61%) reported that no representative visited the construction site, which is seen as a missed opportunity for consultative selling.
• 💼 The script discusses the importance of visiting the construction site to understand the client's needs and to provide a personalized proposal that reflects the client's vision and the project's profile.
• 🏡 The presentation of the proposal is crucial, and it should be done in a personalized manner, taking into account the client's specific requirements and the project's details.
• 🔨 The script highlights the need for the sales team to be proactive and knowledgeable about construction, as this expertise can help in providing the best solutions and in winning the client's trust.
• 🏢 The role of the store manager is to analyze each sale, work closely with the sales team, and ensure that the consultative approach is being effectively implemented to improve conversion rates.

Q & A

Who are the speakers in the script?

The speakers in the script are Henrique, an architect, and a director discussing sales strategies and company performance.

What is the relationship between the speakers and the company Formag?

The speakers are professionals who use Formag products in their construction projects, and one of them, Henrique, is an architect who appreciates the new door launch by Formag.

What new product launch by Formag is mentioned in the script?

The new product launch mentioned is the entrance door for homes, which is customizable in terms of color, size, handle, and type of lock.

What is the significance of the 'kit pronto' in the construction process as discussed in the script?

The 'kit pronto' is significant as it simplifies and accelerates the construction process by reducing manual labor costs and time, making it a more efficient option.

What is the importance of visiting the construction site (obra) in the sales process according to the script?

Visiting the construction site is crucial for understanding the client's needs, providing personalized service, and ensuring the client perceives the value of the consultation, which can lead to better conversion rates.

Why is the client's perception of the consultation on the construction site emphasized in the script?

The client's perception of the consultation is emphasized because it influences their decision-making process and can determine whether they value the service and product offerings, affecting the sales outcome.

What is the role of the showroom in the sales process as described in the script?

The showroom plays a role in finalizing sales by allowing clients to choose doors and finalize decisions, which can be a significant advantage when the client is pressed for time.

What are the key performance indicators (KPIs) discussed in the script regarding sales?

The KPIs discussed include the percentage of clients who did not have a consultation on the construction site, the percentage of ideal leads, and the reasons clients did not close the deal with the company.

How does the script suggest improving the sales process?

The script suggests improving the sales process by ensuring that the consultation on the construction site is perceived and valued by the client, personalizing the proposal presentation, and providing a seamless post-sale experience.

What is the significance of the 'papo com a direção' mentioned at the end of the script?

The 'papo com a direção' is a meeting or discussion with the management where performance is reviewed, and strategies are discussed to improve sales and customer service.

What is the purpose of the raffle mentioned in the script?

The raffle is a motivational tool used by the company to reward employees for their performance, as seen with the winners receiving monetary prizes for their scores.