Approaching the "I'm Just Looking Customer"
Don’t get frustrated when your customer tells you she’s “just looking.” Tell her you are glad she is shopping in your store and let her...
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Sales Training Articles
Dr. Mike Petersen
- Apr 3
- 1 min
Facts About Sales Training
55% of salespeople lack basic sales skills. [Source: Spotio] Sales training provides a 353% ROI for the average company. [Source: Task...
4
Dr. Mike Petersen
- Apr 3
- 2 min
You Need Furniture Sales Training
Rated 5 out of 5 stars.
(1)Most sales people aren't trained Imagine how business would change and your income would increase if your sales people closed more sales....
7
Dr. Mike Petersen
- Apr 3
- 2 min
“Cherry Picking” Season Is Over
It’s common knowledge that the furniture shopping experience has changed over the past several years. Not long ago furniture salespeople...
6
Dr. Mike Petersen
- Apr 3
- 1 min
Become a Product Knowledge Expert
Have you ever 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...
5
Dr. Mike Petersen
- Mar 7
- 2 min
“I’m Just Looking” Power Statements
If you are anything like me, you already know that you don't want help as soon as you walk into a store. Often times, I feel that I can...
7
Dr. Mike Petersen
- Mar 2
- 2 min
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...
2
Dr. Mike Petersen
- Feb 22
- 2 min
Sales People Don't As Much As You Think
Several months ago, I showed our training programs to a potential customer. I decided to show this potential customer our lesson on...
5
Dr. Mike Petersen
- Feb 19
- 2 min
Training is an Investment, Not a Cost
In my position at the Furniture Training Company, I talk with furniture retailers all day, every day. Although most of them understand...
3
Dr. Mike Petersen
- Feb 11
- 2 min
Talk About the Product – Not 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...
10
Dr. Mike Petersen
- Feb 10
- 1 min
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...
6
Dr. Mike Petersen
- Jan 2
- 2 min
Re-approach your “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...
4
Dr. Mike Petersen
- Jan 2
- 2 min
Stop Saying "I Don't Know"
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...
3
Dr. Mike Petersen
- Aug 10, 2022
- 2 min
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...
2
Dr. Mike Petersen
- Nov 29, 2020
- 2 min
Recognize Buying Signals - Save the Sale
The more I talk with furniture retailers across the United States, the more I realize there is a universal reason salespeople don’t close...
2
Dr. Mike Petersen
- Sep 4, 2020
- 2 min
Keep in Touch with Video Messages
Some stores are having their best success ever and others are struggling to survive. Regardless of how your business is faring, you can...
16
Dr. Mike Petersen
- Nov 25, 2019
- 2 min
Manufacturer Reps Aren't Your Best Option
I recently had a phone conversation with a decision maker at a furniture manufacturer based out of North Carolina. I talked with her...
3
Dr. Mike Petersen
- Feb 20, 2018
- 2 min
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...
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