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Selling Furniture & Mattresses – Want to Make 2012 Your Best Year Ever?

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 you don’t get excited by the end result, the goal is simply too small. Don’t be afraid to stretch a bit. For more tips on goal setting click here

Your RainbowDon’t be too realistic. Realistic is code for don’t aim too high. I believe you need to aim high. You should challenge yourself. The question is, “If I hit that number, how would that make me feel?” If the answer is great then that should be your goal.

Posteriorities- This is from Brian Tracy. What are you going to stop doing? There are only so many hours in a day. To make your time more productive eliminate time wasters. Stop watching TV. Stop watching the weather; just stick your head outside! It’s more reliable. Avoid non productive things and people who waste your time.  

Early- If you want to have your best year ever get to work early, EVERY DAY!

New Habits- Instead of chatting it up with your fellow salespeople ask yourself one question, “What is the most productive thing I could be doing right now that will propel me towards my goals?” Here is a partial list:

  • Is the store clean?
  • Are all new items on the floor?
  • Are all items for sale properly tagged?
  • Are the catalogs and other sales tools put away where they should be?
  • Have I followed up on all my customer service issues?
  • Have I written my thank you notes?
  • Have I followed up on all leads and pending sales?
  • Have I done competitive research today in person or on the internet?
  • Have I learned something new today about my products or my competitors?

Read- Read something positive everyday. Trust me your customers give you enough negatives. I recommend anything by Gitomer or Carnegie. Don’t know where to start? Go here

Rest- Understand how much rest your mind and body need to function at 100%. When we get busy we typically sleep less and in the long run our mental and physical health suffers. Guard your rest vigilantly. Be sure to take mini vacations as well as longer vacations. A well rested salesperson is much more likely to be an effective one.

Exercise- My schedule is very demanding so I need to wake up at 4am to get my workout in at 5am. You need to prioritize your schedule so you can enjoy a certain level of fitness. You don’t have to run marathons but you at least need to walk, cycle, or row at a bare minimum. It is counter intuitive but true, by exercising more you are less tired.  Just move! Make it fun! You will be a better salesperson when you feel better!

Have Fun!- Want to have your best year ever? Laugh more. Take more chances and have more fun!

Action Step- Your feedback is critical to this blog’s success. Please post your comments and questions. I answer them all. Please visit and Like us! Our like page has the latest breaking news in the industry as well as product information, inspiring videos, and selling tips!

Wishing You Success,

Pete Primeau

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Comments (4)

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  1. Pete Primeau says:


    I would add this.

    Treat ALL customers that way you would want to be treated.
    No matter what they wind up buying, (or not buying) you may be able
    to add significantly to your income from referrals & comebacks.

    I don’t really believe in comebacks, but your chances of getting some
    are much better if they feel good after leaving your store.
    Leave them with sugar in their mouth, never vinegar.

    Kind regards,

    Ira M. Fishman

  2. Pete Primeau says:


    Additional material you might want to consider that I thought of from some meetings I attended over the years is below:
    1. Work every day like it is the day before vacation. You’re almost never more productive.
    2. If you always do what you have always done, and you always think like you have always thought, you will always get what you always got.
    3. Related to #2. Try to look at things every time as if it is the first time. Is there something or someway to see or do something differently? A lot of sales people work in beautiful stores that become “nothing special” after they have been working there for a while. You need to retain your excitement for your customer to be enthusiastic too. Also a lot of people do things a certain way without thinking because that’s the way they have always done it.
    Great example for this presentation is when you hold up a FedEx package at the end of your presentation and ask how many people have seen this logo? Well how many of you have also noticed the arrow in the logo that FedEx has placed there to show you they are always on the go?
    (The arrow is between the E and X since you too haven’t noticed it!)
    Now tell them, “See, you can start seeing things differently starting now.”
    Happy New Year!
    Drew Reichart

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