Tom’s Videos

We don’t help our customers by continuing to address what in their minds are complex issues by inflicting more complexity on them.

Tom reminds us that the easiest mistake that you can make in a confrontation is slipping from purely factual content to opinions stemming from your emotions.

In this week’s Tom’s Tips, Tom discusses the problem with the customer interview process. Too often we really don’t interview, rather we focus on promoting our products and company.

In this week’s Tom’s Tips, Tom reminds us that it is occasionally good to remind ourselves that sales are about relationship building – not friendship building.

Steve Abernathy, CFO of the WFCA, leads this virtual series sharing financial benchmarking tools to help floor covering retailers improve the operational and financial management of their business. 12.21.21 Topic: Sales Compensation Models and Their Impact on Gross Margin This session took a look at various sales compensation models and their impact on Gross Margins….

Tom reminds us that  we can’t change people’s minds, only they can change them.

Tom says one of the easiest and simplest techniques to boost your ability to productively respond when working with a customer is to slow things down and get used to working with silence.

Tom shares his experience that in order to be at the top of their game professionals’ need to practice, practice, practice.

In this week’s Tom’s Tips, Tom reminds us that the customer standing in front of us both desires, and deserves, our attention.

In this week’s Tom’s Tips, Tom shares his experience that a majority of flooring buyers are highly influenced by sellers who show them what is possible or how to solve a problem.

Providing the customer with referrals and testimonials is an incredibly effective way to position yourself in a crowded field.