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Appointments are an essential, yet intangible, outcome in the sales process. Whether they happen over the phone, in the showroom, or in the customer’s home, scheduling and conducting appointments effectively requires a strategic approach. One of the most critical strategies is to introduce the concept of ‘next steps’ early in the sales conversation.

Plan Your Appointments in Advance To offer appointments effortlessly, start by blocking out appointment slots on your calendar. Choose low-traffic …

To guide your customer to the right outcome—whether it's a sale today or setting up an appointment—it's crucial to understand where they are in their buying process and if they’re ready to make a purchase now.

Do you know how to determine where the buyer is in their buying process and IF they CAN buy today? Try these steps:

Step 1: Ask the BADAS Questions
These five strategic questions cover three essential areas: time, money, and decision-makers. You’ll uncover how far along the customer is in…

"Sell it or Schedule it” isn’t just the name of my sales training program—it’s the goal of every customer interaction. The objective is simple: either write up the sale today or schedule an appointment to do so tomorrow. Period.

When you assume that EVERY customer who walks into the showroom is ready to buy TODAY, it shapes your thinking and actions. It empowers you to evaluate whether this customer is ready to buy now or if it’s best to set up an appointment for later.

Here are some steps to …

This article is the fourth in our series about maximizing opportunities with less retail traffic. We can speculate why traffic has decreased this year: it’s an election year, housing starts are down and furniture sales follow home sales, customers bought a lot during the pandemic, customers are back to spending on vacations and experiences, their spending power is down because groceries are expensive, etc. All might be contributing factors.

The reality is that other than during the pandemic, tr…

This article is the third in our series about maximizing opportunities with less retail traffic. Remember, traffic count is just one of many performance indicators. If you want to write more business, you can do that in one of three ways:

1. See More People

Increase your personal contacts and opportunities. Incoming showroom traffic is only ONE way to do that. Outreach, prospecting, and networking are powerful ways to develop contacts without waiting for them to walk through the door. Be proac…

With Less Traffic, You Can…

…expand the time you spend with the customer.

This article is the second in our series about maximizing opportunities with less retail traffic. In times of reduced traffic, each customer interaction becomes even more valuable. By viewing each customer as an opportunity, regardless of where they are in their decision-making process, you can create meaningful engagements that lead to better outcomes.

Here are some things to consider: 

See Each Customer as an Opportu…

When Traffic Count Drop…every customer counts even more.

This month, I'm focusing on how to thrive with lower retail traffic. The actions you take can transform challenges into opportunities.

Perspective impacts actions.

As Einstein said: “You can’t solve a problem with the consciousness that created it.” HOW you see the problem IS the problem. If a drop in traffic is seen as a problem, each customer is seen as a problem: not enough of them, they are not good enough, or they are not far enough alo…

There's an old selling belief that when a salesperson asks for the sale, they should stop talking because the first person who speaks loses. While this isn't entirely accurate philosophically, it IS an effective action. 

When you ask for the sale, your intention should be to get it. A closing question naturally demands a response, so give the customer the opportunity to answer. The silence that follows your question can be a powerful tool. Here’s how to use it effectively:

Helpful Tips for Mas…

Handling objections is a critical skill for any sales leader. An objection is simply a voiced concern, waiting to be addressed with information, compassion, and patience. The key to overcoming objections effectively is to respond succinctly and then stop talking.

Here’s how to master this approach:

Understand the Concern

When a customer voices an objection, your first step should be to understand the real concern. Ask clarifying questions to get to the heart of the issue. For example, if a cu…

As a sales leader, your primary goal is to help customers find solutions that meet their needs. However, one common mistake is providing too much information when presenting a solution. This can overwhelm the customer and hinder their decision-making process.

When a customer comes to you, they are looking to solve a specific problem or achieve certain priorities. It's crucial to focus on these aspects and align your solution accordingly. Here’s how to effectively present a solution without over…