April 30/May 7, 2018: Volume 33, Issue 23 By Tom Jennings One of the best guides to personal selling success of our time is the late Zig Ziglar’s book “See You at the Top.” I am sure that many of you have read this classic at least once. While its pages have begun to yellow a bit, it remains a must-read for anyone desiring to move from salesperson to sales professional. There can be no...
Read MoreApril 2/9, 2018: Volume 33, Issue 21 By Tom Jennings When asked to compare the difference in performance characteristics between a top producing sales professional and an average performer, I always respond that a common trait professionals exhibit is they are willing to invest an extra few minutes per day toward their goal of being successful. By this I mean the minutes they are willing to prepare prior to their sales shift beginning. Ask...
Read MoreMarch 19/26, 2018: Volume 33, Issue 20 By Tom Jennings Today’s consumer is undoubtedly aware of the multitude of sustainable products available in virtually every product category. From cars to carpet, many of these new products are truly revolutionary. While it’s nearly impossible to have not heard about the upcoming car models, is the flooring industry getting its fair share of the attention? If not, then why not? Recently I decided to spend a...
Read MoreJanuary 22/29, 2018: Volume 33, Issue 16 By Tom Jennings No flooring store seems to be making easy money today. Competition is fierce and margins are squeezed. As with every budget in the business world, the need to watch expenses is very real. I get it. It’s just that there are some areas of your business which may be poor places to attempt to save money. In fact, in order to actually grow your...
Read MoreJanuary 8/15, 2018: Volume 33, Issue 15 By Tom Jennings When training our sales staffs’ desirable behavior, we seem to place virtually all of our emphasis on the proper ways to conduct ourselves while in our showrooms. This is both understandable and necessary since this is typically where most first impressions are formed. However, it seems the majority of managers spend very little time coaching winning behavior at the place where a great number...
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