Don’t Give Away The Recipe

The reality in most flooring stores is that the sales manager was likely one of the firm’s top producing salespeople who got promoted. While I believe this often to be a mistake, as coaching a game properly requires an entirely different skill set than playing a game well, it’s a fact just the same. Many…

When selling flooring at a full service specialty store, your offerings are often compared to a box store that wishes to place the primary emphasis on the product itself, rather than presenting it as an element of an installed floor. This type of outlet prefers to sell product first, and services only as required, as…

Over a year ago, in an issue of the Professional Flooring Dealer, we advised that the Americans with Disabilities Act (ADA does not just impact a dealer’s physical facilities, such as the need for wheelchair ramps, and enough room between aisles to allow customers to pass, but may also impact your company’s website.  “Does My…

When I speak to salespeople, I often ask them how ready they are to make a sale right now. I almost always get an answer to the effect of, “I was born ready!” Then I will ask them for a clean business card (not a wrinkled one that has been in their wallet for too…

Traveling about the country conducting training sessions allows me a unique perspective on what I feel may be the most ineffective and underutilized part of our business – advertising. I am always observing what local merchants, typically operating without the benefits of a professional agency, have to say to potential customers. Sadly, the message conveyed…

In the fifth installment of this 1 minute video series, Tom describes the importance of catching them doing something right. CLICK HERE TO WATCH