How to Lead Your Sales Team

Have you ever felt frustrated at the reaction of your staff when you introduced them to a new idea, a new training program, or a new warranty program? Store owners and managers routinely express concern that their stores are on the verge of a mutiny. They feel certain that one or more of the salespeople dictate what actually happens in the store and that they should safely watch from the sidelines. Here’s an easy tip that can help you capitalize on the strengths of your team.


You’ve decided to adopt a new warranty program for your store. You invite the vendor representative to come and explain the program, including its features and benefits and the generous compensation the salespeople will receive for selling the warranties. Continue reading “How to Lead Your Sales Team”


Power Statements for “I’m Just Looking” Customers

If you are anything like me, you already know that you do not want help as soon as you walk into a store.  Often times, I feel that I can trust my own knowledge and instincts more than I can trust a possibly dishonest salesperson.

BUT!  Maybe you have experienced a situation similar to this before…

You are in a store…any store.  You have been walking around trying to find a specific product and you just can’t seem to find it.  You know you need help, but you don’t want to ask.  Then, suddenly a store employee approaches and asks, “Can I help you find something?  That way I can help your time here be more productive.”  You then tell the employee what you are looking for, they guide you to the item and stay by your side and give you information and suggestions.  You buy the item and leave happy.

Why does this happen to us?  How is it that we can start off not wanting help, and then accept it eventually?  It is because the salesperson or employee became an EXPERT!  They were the expert and of value to the customer when they told the customer they could help them find what they were looking for…implying that they are an expert on product placement! Continue reading “Power Statements for “I’m Just Looking” Customers”

Stop Saying “I don’t know”…it is Killing Your Sales!

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 something that we had really shopped for in the past and we didn’t know much about it. We finally flagged down an employee of the store and asked if he could direct us to the Quinoa. His response was, “I don’t know where it is. I am on break and can help you in 15 minutes.”

I couldn’t believe the employee’s response! I was upset and discouraged. I told my wife that, moving forward, we would try to avoid that grocery store.

Surprisingly enough, salespeople say “I don’t know” to potential customers all the time. Quickly think about the times that people have told you “I don’t know” after you raise a legitimate question or concern. When you hear those words does your motivation to make a decision or continue the conversation increase? I don’t think so!

You can quickly and easily take the words “I don’t know” out of your vocabulary. Try using these sentences as a replacement:

Continue reading “Stop Saying “I don’t know”…it is Killing Your Sales!”

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 spilled coffee or juice on your shirt before you arrived at the interview.  Or maybe you just weren’t firing on all cylinders.

In sales, we are constantly in an interview with our customers.  While they might not sit us down and ask us direct questions, they are quickly trying to determine our intentions and whether or not we will be able to fulfill those intentions.  In other words, in a few seconds, they are trying to learn whether we are there to help or there to make a sale.

Continue reading “How to Make a GREAT First Impression!”

Are You Selling Ice to Eskimos?

A few years ago, my wife and I took a trip to visit her Grandfather in Boise, ID.  Upon arrival, my wife and I laughed a bit seeing her grandpa try to use his new Samsung Galaxy s3 smartphone.  It was so advanced for him that he could barely make or answer a phone call.

After a few days of visiting, he lets us know that we needed to stop using his WiFi as he was being billed extra because of high WiFi usage.  I had never heard of this before and decided to call his internet and phone provider.

After a long wait, I finally got a hold of the young man who had sold Grandpa his WiFi package and Samsung Galaxy s3.  I let him know how disappointed I was in how he took advantage of my grandpa and sold him two things that he didn’t need.  First of all, grandpa did not and still does not need a smartphone.  He uses his phone simply to make phone calls to his children and to send the occasional text.  Plus, with all of the visitors and family he has at his house, the WiFi data plan that he was on was under-performing.  He needed unlimited WiFi access every month.

Unfortunately, this is a pretty common occurrence.  We are often sold things that we do not really even need or want.  As was the case with grandpa.  Too often, we hear the compliment in sales, “Wow!  They could sell ice to an Eskimo!”  But isn’t that phrase sad?  Does an Eskimo really need ice?  I don’t think so.

Sell your customers products they need, not what you want to sell.  While some sales may be smaller, you will get great referrals and plenty of repeat business.  Just think, if the phone salesman had asked grandpa just a few simple questions, he would have known that a smartphone and a limited WiFi plan were not the best options for him.  Instead of a happy customer, repeat business and great referrals,  He made a single sale and a very unhappy customer.

The Furniture Training Company provides great training on discovering customers needs to provide real solutions for their needs and problems.  You can learn more about our services and schedule a live demonstration of our training by going to

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 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

5 Keys to Effective Training

Most store owner or manager knows that training is an important key to increasing sales. Training only works however if the training program is developed and implemented in ways that actually stimulate improvement. The best programs are not necessarily the most expensive.

Your training investment will generate its greatest dividend if you follow these five keys. Continue reading “5 Keys to Effective Training”