Stop the teeter totter. Showrooms who sell to interior designers can have the stability they need by breaking from the old way of thinking.

In the past I have written mainly for sales people in the interior design industry. I thought I would change it up a bit by writing about another passion, the showroom where many sales people I train work. Over a 25 year career, I worked with four showrooms in the Merchandise Mart, Chicago. I was very lucky to work with some of the most prestigious showrooms in the country as a contract and residential sales person [...]

Why do sales people under perform? (Clue) it’s NOT the economy.

  Here we are, almost at the end of the first quarter 2016. New start, spring has almost sprung. And yet here's what I am STILL hearing from product companies and showrooms: We had a horrible start to our first quarter. We had a horrible January... February looked better..not sure about March yet. Some of our territories had a great January (bad January) bad February (good February). When I ask why they think that is, [...]

Change your approach when selling to interior designers from product to value

  I am asked all the time by sales people, "How do I close more sales?", "How do I get more appointments?", "I work so hard, why am I getting less than stellar results?" With the ever increasing competition in the world of interior design, you are sitting on a potential gold mine, as a sales person. However, people want value. That does not always mean 'cheaper". We've just conditioned to think less expensive is usually [...]

“Your income right now is a result of your standards, it is not the industry, it is not the economy”…tony robbins

Welcome to my new website and blog page. Please feel free to check it out. I will be posting blogs here on a regular basis. If you have anything you would like to post, or would like to post such as advice to others in our industry stemming from your experiences, or questions you need answered, those options will be made available to you as I update and perfect my website. Also, we welcome feedback with [...]