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Salesmanship: Winners and losers

by Warren Tyler

One of the best choices I made was to accept Al Wahnon’s invitation to be a columnist at FCNews. It gave me the exposure to jumpstart my career.

Of the thousands of floor covering retailers in America, most have heard me state or write, “You have choices—choices to be happy or sad, rich or poor, even to be sick or well.” This provocative statement is meant to motivate people to recognize the potential power within themselves to control their destiny. Continue reading Salesmanship: Winners and losers

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Salesmanship: Service what you sell

by Warren Tyler

There has been an effort from the retail merchandise groups to service what they sell. Part of this effort has been to offer in-house carpet cleaning operations, but participation, so far, has been sparse. Group members should jump on this opportunity to keep customers coming back and as a significant source of income.

For years auto dealers have used this strategy of servicing what you sell to retain customers. This has been one of the biggest weaknesses of the flooring industry. Thus far our most powerful weapon in this battle to keep a “customer for a life- time” has been personable salespeople.

Wet cleaning in the hands of certified and competent operators is an acceptable form of maintenance in the eyes of some industry people, but wet cleaning in the hands of consumers can be a disaster. Most Americans believe “the more the better” and in cleaning carpet that means more water and more shampoo.

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Salesmanship: Professional selling

by Warren Tyler

Sales are the most critical element to the success of any business. Nothing happens until the sale is made. Yes, merchandise is important, especially if it is unique, and marketing creates the desire for a company’s products, but all this can be trumped by a professional salesperson working for a competing company. One of my concerns with our industry is that the people who run retail groups are focusing more and more on marketing and less on selling skills.

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