Furniture Training Exercises
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Efficient Furniture Sales Training Exercises

According to the U.S. Bureau of Labor Statistics, there are approximately 15 million salespeople in the United States. Each of them is tasked with learning about the products they sell and the customers they serve so they can make appropriate recommendations that solve customer problems. Salespeople must also master the process for conveying product information to their customer, and then eliciting a desire to buy the product. These important skills can all be taught with appropriate furniture sales training exercises.

Furniture Sales Training Exercises Elements

Effective furniture sales training must always include three important elements:

  • a presentation
  • at least one practice exercise
  • an activity to prove mastery.

The focus of this article is to suggest sales training exercises and activities that, if adopted, will ensure successful acquisition of the knowledge and skills necessary to close furniture sales.

Furniture Product Knowledge

Product knowledge is the first category of knowledge a furniture salesperson must acquire if he or she is to become someone who can consistently close sales with customers who will be happy with their purchases. Furniture product knowledge is the foundation on which the sales process is built. The closer the sales training exercises simulates the actual activity, the more effective it will be.

1. List the names of the furniture products within a category or subcategory (e.g. case goods, sofas, recliners, etc.) and then write a statement describing the features and benefits that you would share with a customer. Research the items you struggle to describe so you can write a statement about each.
2. Walk through the showroom with a colleague and share the features and benefits of each furniture product within a category or subcategoryas you would share them with an actual customer. Research the items you struggle to describe so you can talk about them at a later time.
3. Ask a colleague to describe the features a furniture customer may describe and then identify products you carry that have those features. Describe the features and the benefits the feature may provide.

Furniture Sales Process

With a firm furniture product knowledge foundation you can turn your efforts to mastering the sales process. The sales process is made of many steps including:

1. Approach the customer
2. Share your purpose statement
3. Respond to customers who say “I’m just looking”
4. Return to the “I’m just looking” customer
5. Ask questions
6. Prepare to make an effective presentation
7. Make an effective presentation
8. Close the sale
9. Respond to objections

Furniture Sales Training Exercises
Furniture sales training exercises

The furnituresales training exercises you use to practice each step of the sales process should be very similar, so we will illustrate only a couple of them. Role playing is the ultimate practice exercise because it closely simulates the actual salesperson interactions that occur in each step of the furniture sales process.

Once the skill or act has been properly explained and demonstrated, you should practice it using one or more furniture sales training exercises. Begin with written exercises and conclude with the role playing exercises.

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Here are a couple practice examples which could be used to practice the step, Respond to customers who say “I’m just looking.”

Within the first step, Respond to customers who say “I’m just looking,” is the act of letting the customer know it is okay to look. You can practice that with the following furniture sales training exercises:

1. Write 3 – 5 statements you could say to the “I’m just looking“ customer so they know you’re glad to have them in the store. For example you might say:
     a. We’re glad to have you here.
     b. Feel free to look around.
     c. We’re glad you stopped in today.
2. Practice saying the statements you wrote by saying them to a colleague. This will help you become comfortable saying each of them.

The second act or skill for responding to customers who say “I’m just looking” is to tell them something helpful about your store. To practice this, you might:

  1. Write 3 – 5 statements you could say to the “I’m just looking “ customer so they know something useful about your furiture store. For example you might say:
    1. We are currently having a sale on recliners.
    2. Let me tell you how our store is layed out.
    3. We have the largest selection of fabrics in town.
  2. Practice saying the statements you wrote by saying them to a colleague. This will help you become comfortable saying each of them.

The third act or skill for responding to customers who say “I’m just looking” is to encourage them to tell you the purpose of their visit to your store. To practice this, you might:

1. Write 3 – 5 statements you could say to the “I’m just looking “ customer so they will tell you the purpose of their visit. For example you might say:
     a. Which area of the store can I direct you to?
     b. May I tell you about our current sale this weekend?
2. Practice saying the statements you wrote by saying them to a colleague. This will help you become comfortable saying each of them.

The fourth and final act or skill for responding to customers who say “I’m just looking” is to exercise patience. We will not practice this here.

Now that all 4 acts have been explained, demonstrated and practiced, it is time to practice the entire sequence in a single role playing scenario. The scenario may be something like this:

1. Salesperson 1 approaches salesperson 2 and gives an appropriate greeting
2. Salesperson 2 responds, “No thanks, I’m just here to look around today.”
3. The two salespeople complete the interaction.
4. At the conclusion of the role-play each participant should be asked to identify the elements that went well as well as those that went poorly.
5. Practice the interaction 3 – 5 times until you become comfortable.

Furniture Sales Training Exercise Role Play
Furniture salesrole-play exercise

Role play furniture sales training exercises should be done each morning as a way to prepare sales people for the day. Role plays are a great way to practice the skills on someone who wasn’t there to buy something. Without role play, the daily practice exercises are done with actual customers.

Adapt these sales training exercises to your store and situation. Over time, they will become second nature to you and to your staff. You will begin to close more often and your sales will be larger than ever before. If you need further furniture sales training exercises, brosw our website or contact info@furnituresalestraining.com.

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