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GRATEFUL GREETING

This is where gratitude matters most…when we welcome clients, customers, and prospects into the showroom and collectively and individually create an environment that is warm and inviting.

Our thinking and conversations internally impact the experience that we create for our ‘guests’ 
and when we understand the impact that we have, we can be responsible for it and be
intentional with it.

What do you do to prepare yourself to be welcoming and grateful to incoming guests?
What do you do to rem…

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Practice – the resistance

There are times when I am writing or teaching or coaching that I need to check my “Imposter Syndrome.” Maybe it’s the syndrome or maybe it’s that I really don’t do what I am preaching at the level that my communication would indicate.

That’s how it is for me with practice. I must recognize my resistance and manage it, which includes accepting it as part of MY process of practice. Even when I want something, my ego will resist the actions needed to achieve what I want. And it’s sneaky.

I s…

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It’s not my job….Resist being resistant

In the showroom world, it’s understandable that sales associates will rely on incoming traffic for their business. After all, if they wanted to do outreach, they would be outside salespeople, right?!
Maybe.

Whether inside or outside, the role of a salesperson is to generate sales for the showroom and for themselves. The more flexible and innovative the salesperson is with HOW that achievement is executed, the more consistently their goal will be achieved. This is because they are not tethered t…

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Everything Old is New Again

I am often asked by showroom owners to ‘focus on fundamentals of selling’….as if there was anything else. ☺

Selling home furnishings has been a consultative selling approach for as long as I have been involved in it. The archaic ‘borax’ sales approach died out with short-sleeved salesmen with even shorter neckties… and was replaced, with people (often women) who are interested in learning about the problem or the vision and helping solve those with engagement, understanding, and knowledge. Ap…

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April Showers Bring May Flowers

As lead times remain long and product pricing and freight continue to rise, we are faced with the question of timing. It’s likely that home furnishings (and I speak to fine quality products here) will never be more affordable than they are right now. And right now is all we have. Now is the time to take action and make decisions. 

That thinking needs to start with the sales professional. Waiting favors no one. A client/customer who believes that waiting until supply chain challenges lessen or…

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Equals (Product) Solution

If you are still reading this series, you have come to the summary of addition: Problem plus Priorities plus Process equals Solution.

The product solution that you create by asking questions in these three areas and combining the answers will produce a solution that will compel the customer to take action…now.

Presenting a solution that captures the essence of what matters most to the customer standing in front of you requires focus, attention, patience, and persistence. And the satisfacti…

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Recognizing Resistance

Resistance is one of those things that is so easy to see in others but nearly impossible to see in ourselves. Some of that comes from the oft-believed notion that we are ‘open to new things’. How many people read Who Moved My Cheese? by Spencer Johnson and saw themselves as Haw, the mouse who was willing to try a different way that would produce a better outcome?

Every day, EVERY day, I ‘invent the possibility’ of being willing and open. And I do that every day because it sets my thinking to …

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Conscious Consistency

Conscious Consistency. I love the way this sounds. It came up in a coaching call (as so many things do!) and I had to write it down.

Conscious. Consistency. Two related but separate qualities that contribute to making new habits. Cool, huh?

Conscious. Present. Mindful. In the moment. Paying attention. Being focused on the action now. Noticing my thinking and how it impacts my actions. 

Consistency. Repeating things that work. And again. Noticing how the action starts to become second na…

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Ending the First Month in the New Year

Whew! Month one in and done.

Are you off to a good start? Did you start and stop and start again? Did you hit your target for January yet?

This is a good beginning, whatever the outcome. You are starting a new process and you are completing your first milestone. Take a look at your actions and results and find something to celebrate – even it’s just sticking to the program! 

You are likely in this for the long run and not just a quick accomplishment, so slow and steady wins the race.

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New Actions in Action

Actions are the only things that produce results. New actions feel awkward at first and sometimes that awkwardness stops us from continuing them.  

When you know this might happen, then it’s not a surprise when it does. That’s why you want to keep actions to a very few and repeatable if possible. Feeling awkward lessens with practice. And how we know we are doing something new IS the awkwardness of it…so that is good news!

Have a reasonable expectation of what new actions will produce. Giv…

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