The Complete Furniture and Appliance Sales Survival Guide

Nobody trained you. They handed you a name tag.Somebody showed you the register and walked you around the showroom floor. Then they turned you loose. So you learned the only version of the job available to you: answer questions when asked, write the ticket when somebody is ready.That is a clerk. Clerks make clerk money.There is another way to work a furniture, mattress, or appliance floor, and the people doing it are not smarter or smoother than anyone else. They were simply told what the job actually is. This book tells you.The Complete Furniture and Appliance Sales Survival Guide walks the retail sale in order, from the first six seconds through the delivery that either makes you or ruins you. Twenty-three chapters covering:How to greet a customer without pouncing, and why your opening line has only one jobHow to read a customer before they speak, and where that skill turns into an expensive habitWhen you have earned the right to ask a question, and when asking costs you the saleThe one question that gets an honest answer every time, and the one most customers lie toWhy most of your customers leave without buying, and how to make sure they come back to youWhat to say about promotional financing, protection plans, and delivery dates without getting yourself in troubleHow to build a book of repeat customers on a floor where everyone else starts at zeroThere is no theory here, and no scripts to memorize instead of thinking. Just what actually happens between a stranger walking through the door and that same person handing over three thousand dollars.Written for new salespeople surviving their first month, experienced salespeople who were never actually trained, and managers looking for something to put in a new hire’s hands.ABOUT THE AUTHORBruce Huddleston spent 35 years in sales, working every job from green salesperson to general manager. He hired, trained, and developed more salespeople than he can put a number on, and he has written 24 books on selling read across the United States, Australia, Germany, and the United Kingdom.He also spent 40 years on the other side of the counter, buying furniture and paying close attention every time. Some of what is in this book comes from the floor. The rest comes from the chair with the checkbook.The bar is on the floor. Go be the exception.The first volume in the Retail Sales Survival Series, part of the Professional Skills Training Series.