Tom’s Videos

When we emotionally create the problem, then offer a solution, the sale becomes almost effortless. Learn more in this week’s Tom’s Tips.

We often miss the opportunity to become an advisor to potential clients. Learn more in this week’s Tom’s Tips.

In this week’s Tom’s Tips, Tom shares that a great many dealers fail to spend a like amount of time on the exit portion of the sale.

In this week’s Tom’s Tips, Tom talks about making the ending magnificent. While the goal is obviously not to make mistakes at any juncture, it’s the final few minutes of a presentation that will be the most memorable to a customer.

In this week’s Tom’s Tips, Tom reminds us to make sure that all staff members know how to predictably respond when these calls inevitably happen.

Flooring stores must always be looking for new ways to be relevant to the next generation of buyers. Learn more in this week’s Tom’s Tips.

Too many staff members have the false belief that simply because they were exposed to the information that they somehow now know it. Learn more in this week’s Tom’s Tips.

In this week’s Tom’s Tips, Tom reminds us that the only way that you can be successful is to know what your staff’s opinion is of where the impediments lie to making this a better place to work, or to do business with.

Successful salespeople realize that it’s what we do with our customers that will win the sale.

It is critical long term that thru teaching and training you develop the skills and capabilities of salespeople in fulfilling their responsibility – not take it away from them. 

No one is happy being left in the dark, or having the burden of checking the status placed upon them.

My general observation is that most sales meetings have them had very little to do with actually selling.