sales training

Rob Ball speaking to retailers about Sales Management
Home Furnishings Association
Retailer Discussion: Empowering Salespeople to Boost Performance and Close Sales

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

The furniture store manager demonstrates furniture to the buyers. A guy and a girl are listening with a good mood to the seller.
Lori Friedlander
The Art of Sales Follow-Up

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

Business team pulling arrows trying to help drive the company to grow, Improve, expand your business and achieve success. Growing company concept Vector design illustration.
Jody Sievert
How Effective Sales Management Drives Profitability and Performance

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

Two happy friendly diverse professionals, giving high five standing in office celebrating success, good cooperation result, partnership teamwork and team motivation in office work.
Lorri Kelley
MOTIVATE! Coaching Strategies During Challenging Times

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

Confident lady sales coach leader give flip chart presentation consulting clients teaching employees training team people speaking explaining strategy at marketing workshop concept
Lorri Kelley
Navigating Tough Times: The Power of Sales Coaching

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

Customer sales at a furniture store. Female client with a sales representative looking to buy a new couch
Formpiper
4 Ways to Maximize Sales Success in Your Furniture Store

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

Salesman explaining to woman customer at furniture store
Lorri Kelley
Get Your Customers to Say YES With the Right Qualifying Questions

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

A hand holding a pencil sketching furniture in a room on a pad.
Lori Friedlander
Mastering the Art of Sketching to Increase Sales

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

Writing on a whiteboard Objectives 1,2,3,
Jonathan Schulman
Advantages of Investing in your Sales Training Process

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

Creating Customer Loyalty. A show of multiple people with their thumbs up under a chalkboard with a growth arrow pointing up
STORIS
How to Leverage Technology to Build Customer Loyalty

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

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