In furniture retail, success hinges on a balance of time-tested strategies and the ability to adapt to an ever-changing market. Effectively closing sales requires a deep understanding of customer behavior, strategic follow-up, and the right mix of technology and training. Rob Ball, owner of over 26 furniture store locations and
Closing a sale isn’t always a single interaction. Even with a thorough qualification, matching needs, masterful objection handling, and creating a sense of urgency with a customer, we often still hear, “I need to think about it.” What you do after hearing that dreaded phrase is what makes or breaks
Effective sales management is the driving force behind a high-performing sales team and a profitable business. It’s not just about setting targets—it’s about creating a structured, strategic approach that involves ownership, sales managers, salespeople, and support teams working in sync. From establishing clear goals and refining sales strategies to implementing
The home furnishings industry has been on a wild roller coaster ride over the last five years, with little sign of slowing down. From navigating the disruptions of a global pandemic to now facing potential import tariffs early in the year, retailers continue to adapt to a shifting landscape. Since
The G.R.O.W. Sales Coaching Model Part 1 In speaking with hundreds of furniture retailers over the last two years, I have heard that everyone is experiencing economic challenges and feeling the same pain at different levels and in different parts of the business. Challenging times increase the need to look
Have you ever felt overwhelmed trying to figure out how to drive more sales and profitability for your furniture store? As an owner or manager, you likely wear many hats daily, and keeping up with all the tasks needed to run the business successfully can feel impossible. While growing sales
So, here’s a question, True or False, from YOUR experience and perspective in either Direct Sales or Managing the Selling Process: “Successfully executing a selling process CONSISTENTLY is very challenging for me.” If your answer is TRUE, you are not alone! There are so many sales professionals who struggle to
The formula is fairly easy when considering strategies to increase sales in the retail furniture store environment. Sales = Customer Visits x Close Ratio x Average Sale. Increase your close ratio and average sales, and overall sales naturally increase. The easiest way to increase close ratio and average sales is
As a manufacturer representative, I’ve had the privilege of speaking to furniture owners nationwide. On one particular visit, there was an enlightening exchange about the sales training process – it became clear that this storeowner needed to understand how best to position their business for success through effective strategy and
In a world before showroom technology, often the efforts spent on customers went out the showroom doors with them. Today, retailers leveraging in-store technology to track customers and build shopping carts generate valuable data. Research shows that with follow-up or targeted marketing, approximately 20% of initially unsold customers can become
A concerning reality persists in furniture and mattress retail: between 60-80% of furniture shoppers and 30-50% of mattress shoppers walk
On Monday, the White House announced a significant development in tariffs: the United States and China have agreed to a
CITY Furniture has built its business on three clear values: style, value, and customer experience. The Florida-based company got its
As President Trump marks his first 100 days in office, the home furnishings industry, like many other industries, is closely
In today’s competitive world, increasing revenue isn’t just about selling more; it’s also about selling smarter. Whether you operate a
AI in Retail AI is no longer a concept of the future—it’s a game-changer for today’s most successful retailers. In this exclusive HFA webinar, discover
Using Data-Driven Strategies for Retail Success In today’s retail landscape, data isn’t just numbers—it’s your competitive edge. Join our webinar where industry experts reveal how
