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 the usual answer…”The Close”.
So, I asked him, “How many sales do you lose each month, per sales associate due to problems with the close?”
He said, “Probably around 25 per salesperson.”
I then asked, “What is your average sale size?”
He responded, “Just about $1,000.”
I did some quick math and figured they are losing about $100,000 in sales every month. That’s a whopping $1.2 million every year! Simply because his folks aren’t closing as well as they should. Continue reading “How Many Sales Do You Lose Each Month?”
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 furniture! I might as well help out this industry that has been so good to me and my family.
As we have entered several furniture stores, we routinely say “I’m just looking” to each sales associate that approaches us. The process is a little different in each store that we go to, but one thing is the same. The re-approach is non-existent or unsuccessful. Here is one way that a salesperson re-approached my wife and I…
We were walking through the showroom, just looking at pieces of furniture, not really showing any interest when we heard, “Hey, that chair right there is on sale. Let me tell you how much the sale price is.” Then, he pulled out his phone, opened is calculator app and typed in some formula to come up with a number slightly lower than the price written on the tag. I was not impressed. First of all, we had no interest in the chair. Second, why were the sale prices so cryptic? There is no need to make a long story short because we simply left the store empty handed. Continue reading “When and How to Re-approach an “I’m Just Looking” Customer?”
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 knowledge of a salesperson in a store? I hate when the salesperson scans the product’s bar code and reads all of the features already listed on the website. I am looking for more than that. I am looking for information that I cannot find myself.
If you really want to be taken seriously, become an expert in the products you sell. Push yourself everyday to become the best at your craft. Becoming a product knowledge expert will help you know how to solve your customer’s problems. And, when you solve their problems, you’ll produce repeat business and increase your sales.
Take a look at our short one-minute video to learn more about using product knowledge during a sale.
Also, take a look at the Furniture Training Company’s Product Knowledge Course available on their website by going to www.furnituretrainingcompany.com