Distinguishing Touches

In the seventh installment of this 1 minute video series, Tom discusses distinguishing touches. CLICK HERE TO WATCH

Made In The USA

In the eighth installment of this 1 minute video series, Tom discusses promoting the made in the USA label CLICK HERE TO WATCH

Don’t Give Away The Recipe

In the sixth installment of this 1 minute video series, Tom discusses selling installation. CLICK HERE TO WATCH

Keep Your Best Sellers Looking Sharp

In the fourth installment of this 1 minute video series, Tom describes the importance of keeping your best sellers looking like your best sellers. CLICK HERE TO WATCH

Not A Total Loss

In the third installment of this 1 minute video series, Tom describes the lessons learned with the loss of a sale. Click here to watch…

Tom’s Tips – The Danger Of Hiring In Your Own Image

They say that champions don’t do 1 thing 100% better…. They do 100 things 1% better than their competition. In the first of this 1 minute video series, Tom asks you to take an objective look at your firm’s sales staff. Click here to watch…

Where’s The Owners Manual?

As I visit with flooring dealers around the country, I often hear the lament “Our business isn’t what it used to be.” Often, this statement is made in reference to sales volume. I often wonder, however, if this statement isn’t telling of a deeper problem that many existing businesses face: they simply aren’t functioning internally…

Leading The Way

There is one asset that I feel is being under motivated presently at most stores – the salesperson.  Ask yourself, does my sales staff have a leader? Don’t confuse a sales leader with a sales manager. These are very different tasks. It’s the primary responsibility of most sales managers to oversee the execution of their…

Qualifying Is A Two Way Street

Most sales people have been taught how to qualify a customer. What too few seem to realize is that the customer is busy qualifying them, as well. As a product presentation is made, they are forming a perception of not only what is being said, but also how it is being said. They are judging…

Working From The Bottom Up

I believe that to be ultimately successful in business, one must always be looking downward to the lowest rung on the corporate ladder. This is particularly true of a service related business. I am constantly preaching the gospel that before you can be a good customer service provider, you must first be an aware customer…

Keeping Score

One great benefit of doing sales training, and consulting, on a national basis is that I get the opportunity to observe a large and varied amount of sales staff in action. One glaring observation that I have arrived at is that most of these sales people need one thing that appears to be sadly lacking…