Over 146 Years of Service to the Furniture Industry

Most Recent Sales Education Articles

Opportunity Doesn’t Knock, It Rings!
Volume 146 NO.2 March/April,  Furniture World Magazine

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

Steps of the Sale: Selection Step
Volume 146 NO.2 March/April,  Furniture World Magazine

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

Sales Education Articles

Published 2004 - 2016

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.  

Good RSA, Bad RSA  - 11/27/2015

What are the most common mistakes you can stop your salespeople from making in 2016?  

Better Bedding & Mattress Sales: Qualifying Questions  - 9/28/2015

Part 6 of our Steps-Of-The-Sale series. Qualifying questions RSAs need to know to complete more mattress sales.  

EDITOR'S CORNER: You want a tiny... what?  - 9/28/2015

For those of you who haven’t heard, there’s a (big) tiny home movement brewing.  

Anticipation: It’s Making You Money!  - 9/27/2015

Anticipate these common but often ignored needs that can hinder the pathway to completing a sale.  

Trending Color  - 7/17/2015

The right colors make a huge difference in the selling power of retail displays.  

Better Bedding & Mattress Series: Qualifying Questions - Advanced RSA Training  - 7/17/2015

Part 5 of our Steps-Of-The-Sale series. Do your RSAs fail to ask even the most fundamental qualifying questions?  

Top Ten Bad Sales Habits & How To Break Them  - 6/9/2015

Bad habits are easy to form but hard to break. They equal lower sales and declining revenue.