This FTC Certification Program is designed for professionals who sell furniture as well as mattresses. 123 specially designed modules will ensure that you'll be an expert in Home Furnishings Sales Skills, Product Knowledge, Room Design, Customer Service and Mattress Sales Skills.

Includes 35 home furnishings sales skills modules that will give you the confidence to close every sale. You will learn to ask the right questions, handle objections, close sales, recognize buying signals, and much more.

Includes 38 product knowledge modules that will teach you everything from a sofa and chair styles to common woods and wood joints. Product knowledge is the hallmark of the sales expert.

Includes 12 room design modules that will increase your sales as you understand design styles, and colors. You'll learn to sketch rooms, place furniture, sell accessories and much more.

These 19 modules teach you important customer service skills like telephone etiquette, dress and grooming, as well as goal setting and more. Become the professional that your customers deserve.

These 15 modules were developed in partnership with the Mattress Guru, Gerry Morris. Mattress Sales Skills can be a significant part of your bottom line. You only get one chance with your customer and Gerry will help you get it right.

Order Now

Schedule A

Sales Skills Modules

  • Introduction to Selling with Service
  • Eliminate Your Fear of Selling
  • Introduction to Greeting the Customer
  • The Friendly Approach
  • The Purpose Statement
  • Approaches That Really Work
  • "I'm Just Looking"
  • Remembering and Using Customer's Names
  • The Re-Approach
  • You Can Sell the "I'm Just Looking" Customer
  • Reapproaching the "I'm Just Looking" Customer
  • Introduction to Discovering Customer Needs
  • Discovery Questions
  • Buying Motives
  • Listening Brings Success
  • Discovery Skills
  • The Importance of Active Listening
  • The Discovery Process
  • Sell More By Learning About Your Customer, Part I
  • Sell More By Learning About Your Customer, Part II
  • Introduction to Presenting Solutions
  • The Presentation
  • Using a Power Selling Vocabulary
  • Preparing Effective Demonstrations
  • Benefits Statements - Sell the Sizzle
  • Introduction to Closing with Confidence
  • Buying Signals
  • Closing the Sale
  • Closing with Confidence
  • Handling Objections
  • Answering Objections
  • Excuses and How to Overcome Them
  • Using Product Knowledge to Make Sales
  • Warranties and Protection Plans
  • Customer Follow-Up

Product Knowledge Modules

  • Making Sales Using Product Knowledge
  • Sofa Styles
  • Parts of a Sofa
  • Chair Styles
  • Back Styles
  • Arm Styles
  • Skirt and Base Styles
  • Upholstery Options
  • Motion Furniture
  • Construction
  • Additional Furniture
  • Common Woods
  • Wood Preparation
  • Wood Joinery
  • Wood Finishes
  • Quality and Care
  • Tables
  • Dining Room Chairs
  • Dining Room Pieces
  • Bedroom Pieces
  • Occasional Pieces, Part 1
  • Occasional Pieces, Part 2
  • Fiber Facts
  • Natural Fibers
  • Synthetic Fibers
  • Upholstery Fabrics
  • Decorative Trim
  • Mattresses
  • Bed Styles
  • Choosing a Mattress
  • Parts of a Spring Mattress
  • The Tanning Process
  • Leather Finishes
  • About Leather
  • Rug History and Design
  • Machine-Made Rugs
  • Handmade Rugs
  • Rug Care
  • Flooring

Room Design Modules

  • Introduction to Room Design
  • Using Room Design to Increase Sales
  • The Purpose of Room Design
  • The Elements of Design
  • Principles of Design
  • Fundamental Elements of a Room
  • Learning About Color
  • The Psychology of Color
  • How to Use Color
  • Design Styles
  • Accessorizing
  • How to Sell More Accessories
  • Placing Furniture
  • Diagramming a Room
  • Drawing for Dollars

Professionalism / Customer Service Modules

  • Introduction to Professionalism
  • Setting and Achieving Sales Goals, Part I
  • Setting and Achieving Sales Goals, Part II
  • How to Hit Your Sales Goal Every Day
  • Dress for Success
  • Courtesy
  • Using Tablets to Enhance Your Sales
  • Never Give Up
  • Courtesy, the Lost Essential to Success
  • Introduction to Telephone Skills
  • Prepare to Take and Make Phone Calls
  • Responding to Inbound Phone Calls
  • Create Engaging Conversation
  • Respond to Customer Complaints
  • Common Telephone Tasks
  • Business Card Marketing
  • Introducing Your Store's Credit Plan
  • Presenting Your Store's Credit Plan
  • Closing the Sale with Your Store's Credit Plan

Mattress Sales Modules

  • Introduction to Mattress Sales
  • Industry Overview
  • The Secret to Mattress Sales
  • Product Knowledge
  • Empowering Concepts
  • Needs vs. Wants
  • Guiding Principles
  • Making the Most of Your Day
  • Guided Discovery
  • Closing the Sale
  • Starting at the Top
  • How to Step Up to Better Quality Mattresses
  • How to Deal with Competition
  • Making the Sleep Connection
  • Warranties and Comfort Guarantees