True Sales Results’ Post

“Sell me this pen.” Whether you’re a Wall Street wolf or just striving to hit your targets in a #furniture #store, you’ll have some kind of response to Ziglar’s fundamental (if reductive) test of #salesmanship. #Selling is so integral to business that it’s baffling the discipline isn’t paid more attention. Lessons are handed down via various parties and resources, often along the lines of “this is how we’ve always done it”. Rarely do businesses take a structured approach – but when the #footfall isn’t forthcoming, guaranteeing better conversion rates and #margins is very much the name of the game for brick-and-mortar retailers. I’ve always been fascinated by the psychology of selling – so, ever since Furniture Sales Solutions emerged on the scene, I’ve enjoyed absorbing Adam Hankinson’s advice on how to overcome objections, find the upsell opportunities and close the deal.  Having run a regular column from Adam for some time, I thought I'd delve deeper into his methods by grilling a few of his ‘students’ in September's Furniture News, where you’ll find accounts from the likes of Caseys, Fairway and Gillies which spell out how Adam’s training regimen was deployed in their #stores, and how it has impacted the bottom line. That said, for #salespeople to win, the product needs to sing – and September is one of the best times of year to find it. In this issue, you’ll find #previews of Long Point, the Autumn Furniture Show and the Bed Show (see our Bed Buyer supplement at https://bit.ly/3YXANvk for the full exhibition lowdown), plus the second part of our Manchester Furniture Show coverage. Two of Sweden’s premier bedmakers are in the spotlight, with cover star Carpe Diem Beds outlining The Iconic Collection’s rollout, while DUX explains what it looks for in a retail partner. In other #bedroom news, we’ve the latest from Dreams, as CMO Jo Martin reveals the new technology developed to help athletes sleep better at this year’s #Olympics, plus updates from Rauch, Kaydian and Simba Sleep. Elsewhere, meet Saxon Furniture’s Mark Denby, get personal with agent Philip Gant, and discover what our panellists are doing to meet demand from younger #shoppers. You’ll also find opinion pieces from Steve Pickering, Gordon S. Hecht and Jonny Westbrooke, plus advice on asset disposal from BPI’s Richard Travis. Oh, and about that pen? Jordan Belfort revealed that from his POV, the question’s a trap. Most will try talking up the pen’s benefits, but the best response is to open a conversation. Ask the customer whether they want a pen and what they want from it, rather than wasting your time trying to sell a pen (however amazing it may be) to someone who doesn’t want one.  In short, focus on the customer’s needs, not your own (I think the likes of Carnegie, Barragan and Ogilvy would concur). And no, I don’t need a pen. But I could probably be persuaded. Read #September's issue at https://lnkd.in/eADNvwqc #b2b #magazine

Did you know that 55% of fresh walk-ins won't purchase on their first visit? But here's the good news: 75% of be-backs will buy on their second visit! 🔑 The key to maximizing your sales? Follow up with those unsold showroom visits! Let's make every opportunity count! 💪 #AutoMomentum #salestips #followup #MaximizeSales #AutomotiveSuccess

Mathews, a hotshot sales manager on a Sunday evening was in the packed parking lot of a shopping mall with anxious drivers looking for that one vacant slot. Mathews, sharp & aggressive spotted a vacant space ahead & quickly zoomed in. He could see another car trying to reverse into the same slot, but Mathews was determined to beat the other man to it- he felt jubilant - as we all do with life's little victories. The disappointed old man driving the car looked Mathews in the eye & continued his search for another parking slot. Two days later Mathews was preparing for one of the biggest moments of his career close to winning a big contract for his company. All that was left now was the formal handshake with the client's CEO. Yes it was the same man from whom he had snatched the parking slot on Sunday & you can guess what happened thereafter! If only Mathews had grown up with the HTDO habit! What's HTDO As you walk into an office or hotel the person walking in front holds the door open for you. Remember how good it makes you feel if only for that moment. We are all so preoccupied with ourselves & obsessed with getting ahead. A life-changing lesson they don't teach you in any School is 'Hold The Door Open' The world has two types -99% who push open a door walk through & let it slam behind them- 1% who hold it open to allow the next person to walk through. Isn't it surprising that although we all feel good when someone holds the door open for us, we seldom do the same for other? #values #servantleadership #humble from the wall of nishajamwal

If you're ready to learn more about buying and selling, click below! Henry Sakowski

When Jeff and I were building Sales Assembly in 2017, we did it the old fashioned way - door to door, cold “knocking.” We had our routine down: 1. Sports coat + jeans = to show we were casual cool, albeit serious about our goals. 2. Simple pitch. 3. Giant, extremely heavy boxes of branded mugs. We’d walk into corporate buildings around Chicago, asking to meet with revenue leaders for a few minutes, sharing what we were trying to do, and dodging some security guards along the way. When they saw how committed we were, and how thoughtful we were about our outreach, most were willing to hear us out. Ultimately, we had more yes’ than no’s, and were able to gain momentum fairly quickly. That kind of effort isn’t necessarily sustainable at scale, but leaning into the community, establishing a brand, and making outreach meaningful still goes a long way. Mail out coffee mugs and stickers. Send a few branded flasks hidden in a leather bound book (that was always a winner). Be creative and excited about your approach. If you invest early in your relationships, people stick around a lot longer because they care. Worked for us at least.

As the Incredible Wholesale Industry gears up for the 2024 S.W.A conference in Marco Island, Florida, I find myself reflecting on a pivotal moment at a past conference board meeting. There were doubts expressed about hiring in our industry and challenges with retaining talent over time. Encouraging introspection, I urge you to ask: Do you truly believe in the potential of our industry? If not, what holds you back? Are you engaging in the right conversations and seeking talent in the right places? Partnering with David Templer of Everflow Supplies, I embarked on a mission to expand the reach of Everflow Supplies beyond New York and New Jersey. My passion lies in transforming the Plumbing Wholesale Industry by emphasizing a people-centric approach, sparking "The People Based Business Movement." The realms of plumbing, HVAC, contractors, and trades may intimidate some, but I believe in rewriting our own narratives. This industry and its community have profoundly impacted my life, motivating me to pay it forward and offer others the same life-changing opportunities. Let's challenge ourselves to have the right conversations and explore the right avenues. Are we truly aligning our efforts with the industry's immense potential? Are we looking for talent in all the wrong places and are having all the wrong conversations? #SouthernWholesalersAssociation #AmericanSupplyAssociation #PlumbingHeatingCoolingContractors #GreatIndustry

Join Colin Prior, our Sales Director, as he provides an insight into our Sussex based 120,000-square-foot production facility and headquarters. Stay tuned for the full walkthrough—what are you most excited to learn about? #SalesDirectorInsights #ProductionFacility #HeadquartersTour #ManufacturingProcess #IndustryInsights

Proudly serving the West Metro Atlanta area for 25 Years! Call, text or message me for caring, personal service! 4 Tips for Selling Your House This Spring If you’re planning to move, check out these four easy tips. Let’s connect to sell your house this spring. #sellyourhouse #priceitright

One thing we had to learn quickly in the window treatment industry 👇 The sales cycle is loooonng. From getting a project agreed, until the orders are placed and installed, can run a number of months. This was always something that I struggled with. The business was there to be had, but it was slow going. But, every draw back is room for something better. This reality propelled us to fill a pipeline of projects to ensure that throughout the sales process of new work, our team would have ongoing projects to complete. What we initially felt was a drawback, has actually served as a great incentive. We can't rely on the "being busy" feeling which caps the growth of many companies. We are always motivated to plan ahead of the game. What struggles have you faced in growing your business that turned in your favour? #eagleinteriors #blinds #curtains #developments

🫣🙈 BLIPS 🙈🫣 Today, the completion of the fit-out of DS Business Solutions ® new premises is one step closer…. But as with everything, always accept there’ll be bumps and blips along the way. I’m not sure if the carpet fitter was trying to give me some form of Hoops in the carpet design to mirror my love of my Club (Hamilton Academical Football Club Limited) Or if he’s just plain and simply made a right arse of things…. But either way, as with everything in life, there’ll be a solution. Just thought I’d share this out there to highlight that life, progress and growth doesn’t always go to plan… 😅 #solutions #plans #change #growth #acceptance #carpetdoonthewrongway DS Business Solutions ® Gerry Strain Anton Strain Gordon Unsworth Andrew Kelly LinkedIn Sales Solutions