Are Reps Really Your Best Option for Training?

I recently had a phone conversation with a decision maker at a furniture manufacturer based out of North Carolina. I talked with her briefly about the custom training products that we create for furniture manufacturers and how we can help

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Learn from Mistakes

A few weeks ago I was asked to speak at a conference to a group of retailers who wanted to learn about improving their Customer Experience (CX). On the way home I was tired and hungry and rushing for a

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Scary Math

Like it or not customers write reviews all the time. More importantly, they read reviews even more. Do you know that 85% of all consumers trust online reviews as much as they trust recommendations from their friends. In other words,

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“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 practiced the fine art of “cherry picking.” There were crowds of interested shoppers and the salesperson got to decide which

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Improve Customer Experience and Increase Sales

Every furniture store carries the same or very similar home furnishings products. Not only that, they typically present very similar “unique selling points”; family owned, lowest prices, best selection, and so forth. Unfortunately, offering similar products and touting similar selling

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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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