Selling Skills

Follow-up and Save the Sale

You already know that customers who leave your store empty handed are going to buy from one of your competitors within 48 hours of their...

How to Connect with Customers During a Pandemic (and Anytime)

Some stores are having their best success ever and others are struggling to survive. Regardless of how your business is faring, you can...

5 Ways Retailers Can Beat COVID-19

There’s no question that the COVID Pandemic has come with difficult struggles and challenges for furniture retailers. Survival has...

Talk About the Product – Not About the Price

As we all feel the sluggish industry growth (only about 1.8% in the first quarter when compared to 2018) I am reminded of the need to...

How Many Sales Do You Lose Each Month?

Recently I had a phone conversation with a furniture store manager. He told me that he had 4 salespeople at his location. I asked if...

It Pays to Train Your Managers

In the furniture industry, there are several reasons why somebody would be hired or promoted to a manager position. Here are three...

Training is an Investment, Not a Cost

In my position at the Furniture Training Company, I talk to furniture retailers all day, every day. Although most of them understand that...

Don’t Lose Sales Because You Don’t Recognize Buying Signals

The more I talk with furniture retailers across the United States, the more I realize there is a universal reason salespeople don’t close...

When and How to Re-approach an “I’m Just Looking” Customer

My wife and I have been looking to buy a house over the last few months. And as I am sure you are aware, buying a house means buying new...

Power Statements for “I’m Just Looking” Customers

If you are anything like me, you already know that you do not want help as soon as you walk into a store. Often times, I feel that I can...

Stop Saying "I Don't Know", It's Killing Your Sales

A few months ago my wife and I were doing some grocery shopping. We were looking for Quinoa and couldn’t find it anywhere. Quinoa isn’t...

How to Make a Great First Impression

Do you remember when you left an important interview dejected and disappointed? Maybe you didn’t say the right things. Maybe you...