Helping Retailers Succeed
Question: I am new to the industry. A customer asked me what size a queen size mattress is and I told her 60”X80”. When she got it home it measured a little less than 59” wide and it was less than 79” long. She was upset with me and accused me of selling her a defective mattress. [...]
This is not a selling 101 issue. It is advanced Guerilla Retail Selling. You know I don’t believe in be-backs but there are times when despite your best efforts you cannot close the deal. The best salesperson I knew in retail would lay what I call land mines for the next salesperson. The sale would [...]
Question: I own a furniture store and I am frustrated by the turnover I am experiencing. By the time I train a salesperson and they start producing, they quit. What can I do to reduce or eliminate this turnover? Frustrated in Ohio, Scott Answer: Ask yourself two questions and you are not going to like either of [...]
Disclaimer: I am not an attorney nor do I play one on TV! As published in Furniture Today there was a recent lawsuit where a consumer prevailed against a store. Click here for the story http://www.furnituretoday.com/article/549249-Furniture_store_hit_with_225_000_bed_bug_verdict.php. To be fair the store did not put forth a vigorous defense as it appears they were in the [...]
Just a few weeks ago I saw something that made me scratch my head in amazement. Carla closed almost every customer she worked with. I knew that she hated selling furniture. Why was she selling so well? What was her secret? I was hoping she was going to tell me it was the training that [...]
It was 1982 and I had worked all day at Mr. Mattress without seeing a single customer. Sure enough, as I was locking up at 8pm a couple appeared at the door. I was tired and I told them I would let them in only if they were going to buy. I was half kidding but [...]
Here are a few tips from some of the top retail salespeople- including a few professional speakers. Some of these ideas are very basic and some may even surprise you! Start with the End- How much do you want to ship next year? How much income will that generate? What will you do with the money? If [...]
Question: I recently got into it with another salesman about talalay latex. He presents it to his customers as a type of latex. I present it to my customers as a process used to produce latex. Who is right? I have a bet on this! ~ Steve Answer: You won the bet! The talalay process involves freezing [...]
Here are a few tips on goal setting. Enjoy! Write- A goal isn’t really actionable until it’s written down. Writing your goal down clarifies it in your mind. Write your goal in the present tense as it you have already achieved it. Ask- Ask yourself “Why do I want to achieve this goal?” or “What [...]
This article will give you some great ideas on how to do it! I represent Southerland Inc. as an independent Rep and normally never recommend specific brands to retailers, but these two brands are the exceptions. Tempur-Pedic- Tempur-Pedic is a must to fully realize your potential as a specialty foam retailer. They own the category. [...]
Watch free video for 7 new strategies to improve your business using Facebook.
I use Ace of Sales everyday to send branded
emails, greeting cards, and my weekly ezine.
Click Here to use Ace of Sales FREE for 30 Days!
I use Linked Influence and you should too!
Try it FREE for Thirty Days!
Click Here for a Free Video!
Connect With Us...