Become a Product Knowledge Expert

Have you every gone to a store in hopes of getting help with a complex purchase?  If so, you are like the other 100% of people on this planet.  How many times have you been disappointed at the lack of

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Your Dealers Want More Training!

We are in constant contact with our furniture dealers. We regularly ask them about their training experience and what gaps still need to be filled. We get nearly a universal response: We want better training from our manufacturers. Put yourself

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Don’t Assume Your Folks Are Selling the Right Way

Several months ago, I showed our training programs to a potential customer.  I decided to show this potential customer our lesson on handling “I’m Just Looking” customers.  As many of you know, we teach 4 steps to helping folks who

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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 there was anything specific he would like his sales staff to improve on.  He gave

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Disciplining – Every Manager’s Nightmare

I remember several years ago when I was first promoted to the position of Manager. I was beyond thrilled for the new opportunity! To me, this was my first step toward career progression. Everything was perfect! I had a small

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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 training is necessary, they simply don’t want to pay for it. They tell me things like: “It

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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 reasons that I hear quite often: They were very successful at sales and it was the next step

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Objections or Opportunities

How familiar are you with this dialogue? Potential Customer: “I really like that sofa, but man, I just don’t know if I want to pay that much right now.” Salesperson: “Ya, I have a couple of sofas that are less expensive. Let

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