Tom's Tips

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In this week’s Tom’s Tips, Tom reminds you that customers really want to hear from customers.

In this week’s Tom’s Tips, Tom asks, “What’s next?” A most important stage is explaining to the customer what they need to do next to keep the process moving

In this week’s Tom’s Tips, Tom discusses customers who move the needle.

In this week’s Tom’s Tips, Tom says “Don't act smarter than a 5th Grader.” In today’s world, many people hate complexity when it comes to communicating.

In this week’s Tom’s Tips, Tom reminds us that control solves problems.

When you’re trying to get your customers to buy into the flooring experience that you’re creating for them, it’s a positive descriptive story that will make

To be the best performer that you can be, you need to have the discipline of pausing briefly.

The best way to improve your performance, especially if you want to stay ahead of your competition, is to discipline yourself to pause.

Customers know when you rush them through a process or transaction. Slow down, build a relationship and you will build trust.

Objections are a great opportunity to learn more about your buyer’s disposition.

In this week’s Tom’s Tips, Tom reminds us that the common trait observed in top-performing sales-people is that they are always eager to learn.

In this week’s Tom’s Tips, Tom reminds us that all too often, as a result of the way we sell, we’ve changed the way the customer is conditioned to buy.

In this week’s Tom’s Tips, Tom reminds us that no matter what our level of experience or personality type, there seems to be one thing that we all need and a

In this week’s Tom’s Tips, Tom advises to apologize once; more than that and the mistake grows to a bigger mistake because you’re putting a spotlight on it.

The reality is that when interacting with others, there will be times that we need to apologize – regardless of whether we are to blame or not.