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 are just looking to feel comfortable in your store and hopefully accept assistance.

  1. Let your customer know it’s okay to look.
  2. Tell your customer something helpful about your store.
  3. Encourage your customer to tell you the purpose of their visit.
  4. Have patience with your customer

Continue reading “Don’t Assume Your Folks Are Selling the Right Way”

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Do I Have to Train My Sales Manager?

It’s easy to hire a sales manager. You just find your top sales person and offer a promotion. After all, if you can sell furniture, you can certainly manage a group of salespeople who sell furniture. Right? Wrong.

I’ve found it interesting that the most successful NBA coaches rarely had stellar careers as players in the NBA. Sure most NBA coaches have lots of experience as a player at some level, whether in college or the NBA, but most were not superstars. In fact, being an NBA superstar doesn’t guarantee success as an NBA coach. Why? Because the skills required to succeed as a basketball player are very different from those required to succeed as a coach. Continue reading “Do I Have to Train My Sales Manager?”

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 them to get consistent and effective training to all of their dealers. Her response to me was typical and short sighted…

“Our reps already train our retailers.”

The conversation ended and that was that. Now, Let me ask you a few questions…

Do you really expect your 3rd party reps who carry multiple brands to be expert and effective trainers on your product, your brand and your unique story? Is that what you hired them to do? Continue reading “Are Reps Really Your Best Option for Training?”

6 Tips for a Fun and Productive High Point Market

Going to the High Point Market can be a fun and exciting experience. It can also be boring, long and dull. With close to 180 buildings, 11.5 million square feet of exhibit space and 2,000 showrooms, the High Point Market can put just about anybody into shock. So, here are six quick tips that I use to make sure I have a stress free and enjoyable time in High Point.

1. Bring a portable charger for your phone/tablets – You will be surprised how quickly your phone battery drains while walking around High Point. Especially if you are in the bigger more centralized buildings. Your phone will be working super hard to try to find data and phone service. By noon, you could already be actively working to save as much precious battery juice as possible. So, simply bring a portable charger for your phones and other mobile devices. I have really enjoyed my portable charger as it is very small and flat. It will give my phone one complete charge. Continue reading “6 Tips for a Fun and Productive High Point Market”

Objections or Opportunities

How familiar are you with this dialogue?

Potential Customer: “I really like that sofa, but man, I just don’t know if I want to pay that much right now.”

Salesperson: “Ya, I have a couple of sofas that are less expensive. Let me show them to you…”

Unfortunately, this is a very common experience. Because we don’t have confidence in our knowledge and skills, we will do anything just to make a sale. We will simply cave into an objection and move onto another product that may not be what the customer really needs. Remember, you are not there to sell furniture! You are there to make happy customers who refer their friends and family to you.

Remember that when you hear an objection, your customer is really asking you to give them more information. We teach the steps you should use to overcome an objection on our training website, but I am going to give you the first step today. When your customer objects to your solution, the first thing you should do is acknowledge and empathize.  There is a simple formula…

Acknowledge + Empathize = TRUST

Continue reading “Objections or Opportunities”