Over 146 Years of Service to the Furniture Industry

Most Recent Furniture Industry Sales Education Articles

Better Bedding & Mattress Sales: I Object Again!
Volume 146 NO.6 November/December,  Furniture World Magazine

Here we will present a number of specific objections furniture and bedding customers can and will bring up.

Editor's Corner
Volume 146 NO.5 September/October,  Furniture World Magazine

The Power of Coaching and Grit in Retail Sales

Furniture Industry Sales Education Articles

Published 2004 - 2016

Better Bedding & Mattress Sales: I Object Again!  - 11/29/2016

Here we will present a number of specific objections furniture and bedding customers can and will bring up.  

Better Bedding & Mattress Sales: I Object!  - 9/30/2016

Responding correctly to customer objections is a powerful and productive sales skill. Here’s how to do it right.  

Dead End Selling Techniques  - 9/30/2016

A list of 25 traits, attitudes and poor practices RSAs practice that will contribute to failure on the retail sales floor.  

Editor's Corner  - 9/30/2016

The Power of Coaching and Grit in Retail Sales  

Retail Bedding & Mattress Sales: Closing The Sale  - 7/7/2016

The start of Closing is the Presentation Step. Here’s how to do it right.  

How Much Do RSAs Matter?  - 6/2/2016

What’s the solution to under-performing sales associates?  

Our Leather Future?  - 6/2/2016

Is lab-grown leather something furniture retailers might be selling in the very near future?  

Steps of the Sale: Selection Step  - 3/25/2016

If not executed properly, the selection step can wind up badly for both RSA and the customer. Here’s how to do it right.  

Opportunity Doesn’t Knock, It Rings!  - 3/25/2016

Every day your service or sales teams end phone calls without suggesting a solution or invitation.  

Steps of the Sale Series: Qualifying Questions  - 1/4/2016

More qualifying questions RSA’s can use to keep the sale moving along.