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Process for Selling Intangibles
April Showers Bring May Flowers
High Point Furniture Market
In the spirit of Spring and the transition and blossoming nature of the season, High Point Market was a welcome respite from the isolation of the pandemic.
It ‘felt’ well attended, both in the buildings and on the streets, and had an old and new quality to it.
Old in the sense of seeing lots of people I have missed in the last couple of years, and the chance to sit and talk about how they and their business have changed.
Old and new in revisiting shared experiences (I got a lot of “You once t…
Process…plus….
Priorities…plus….
Me, too…
Get it in Writing
Prep for the Holidays
Commitment and Communication
The home furnishings and home improvement industries have been drinking from a fire hose for the last year. Lots of showroom traffic consisting of people who have been staying home…and using their tired, broken, uncomfortable furniture much more than they used to. And they have been buying like crazy!
August traffic lessened a bit. Maybe vacations, maybe their houses are getting full, maybe they have COVID. Whatever the reason, less traffic didn’t necessarily equal less written business, as those…
Connection and Communication
Mask, no mask?
Social distance or get close enough to talk?
As the pandemic rails on and showrooms manage incoming opportunities, the ability to communicate while wearing a mask remains tricky. It’s hard to read full facial expressions, to hear people who speak softly behind a mask, and to repeat once or twice to be understood.
It’s helpful to the customer (for their comfort and information) to initiate how the interaction will go…and if someone needs to repeat what they said, it’s understo…
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