Professional Selling Process
The Professional Selling Process is a dynamic in-store furniture sales training program designed cooperatively by home furnishings retailers to help increase your sales. Click on the links below to learn more.
The Professional Selling Process will help you…
Build stronger customer relationships… From greeting techniques, to how to analyze personalities, to understanding needs and maximizing customer satisfaction – it’s all here.
Attract and keep better salespeople… Recognizing the need for professional development and providing the tools to increase performance (and compensation) sends a compelling message to your staff.
Position your company as a destination for your target customers… Who doesn’t want to shop where the staff recognizes and meets their needs, provides exceptional service, and listens?
You can accomplish all this with The Professional Selling Process. Here’s what you get:
- 16 videotapes, each 16-20 minutes long
- a sales training facilitator’s workbook, with a complete set of audiotapes of the program
- four sales personnel workbooks, each with a complete set of audiotapes.
Here’s how you use it:
- as part of regular sales meetings
- to enhance and supplement your existing training program
- to reinforce skill
- to train new people
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What’s in The Professional Selling Process?
Positioning Yourself for Success:
Helps salespeople recognize their role in positioning your store as a source of furnishings solutions.
Greeting Prospects and Assessing Shopping Styles:
Teaches the skills of effective customer greetings, the mistakes that are frequently made, how to adapt the way we sell to the way each customer prefers to buy.
How to Sell Different People Differently:
Descriptions and strategies for the four styles of interaction customers shop with, based on their levels of assertiveness and responsiveness.
Understanding Your Customers’ Real Needs:
How to give your customers not just what they ask for, but what they really need, and how to uncover those true needs.
Asking Questions and Active Listening:
The types of questions your salespeople use to identify your customers’ needs and how to become a great listener.
Attitude and Motivation Make the Difference:
A stimulating perspective on how to be at your best with your customers. This boost in spirit will critically impact the success of your store.
Managing Your Time and Your Life:
Helps develop a high-performance career strategy based on time-management skills and personal affirmations.
Goal Setting for the Sales Professional:
Teaches cutting-edge skills for setting and achieving personal and career goals, and gaining life balance.
Being a Value-Added Home Furnishings Professional:
Key skills for building greater value and differentiating your offering to help your customers feel comfortable with their purchase decisions.
Handling Sales Objections:
Recasts objections as customer concerns, with a proven process to help them clear these hurdles more effectively.
Closing the Sale:
Provides nine high-powered closing techniques to help your salespeople gain commitments from your customers.
Maximizing Customer Satisfaction:
Learn to generate high levels of satisfaction by enhancing your sales staff’s ability to manage and exceed expectations.
The Service Side of Selling:
Focuses your salespeople on advancing customer relationships through exceptional service experiences, helping you attract and keep more customers.
The Skill of Follow-Up:
Teaches the skills to turn a furniture purchase into the beginning of the relationship, rather than the end.
Advanced Selling Skills:
Provides your people with tools to sell more through persuasive communications, matching your products to the benefits your customers seek.
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Here’s proof that The Professional Selling Process works!
"We have been using the video series since early this year and have found it to be a fun and effective way to train both new people and experienced salespeople. Even on the second time around, the humor and core messages are appreciated. We would highly recommend the program!"
- Peggy Polson-Gillis, manager, Rousseau Heritage House, Whitby, ON.
"The program has been a wonderful tool to support our training efforts. We have used the tapes in large sales meetings and on an individual basis. Each time a program is viewed, new ideas are generated to increase sales. Thank you for providing excellent quality training materials."
- Becky Holfield, sales trainer, Wood-Armfield Furniture Company, High Point, NC.
"A great tool that allows us to constantly review selling topics in short sales meeting formats. Great for refresher training as well as developing basic skills in new sales associates. More dynamic and entertaining than other programs we have purchased or viewed, which leads to greater attention and retention."
- Michael Noble, training coordinator, American Home Furnishings, Albuquerque, NM.
"We are very pleased with The Professional Selling Process tapes. They are easy to use and are great for all types of stores and salespeople. We have seven sales/designers and each one has come to me after seeing the tapes and have told me how it has helped them with a sale. WOW! What more would you want to happen?"
- Jennifer Phillipps, Furniture Classics, Altamonte Springs, FL.
"The Professional Selling Process has been a wonderful addition to our training process at Baer’s. It provides a great learning experience for our people and due to the techniques used, [the information learned] has been retained."
- Jerome Baer, Baer’s Furniture, Pompano Beach, FL.
"It’s a very effective learning tool for both retail sales personnel and manufacturer’s sales representatives. Well-organized presentation that can be used in a wide range of ‘time-available’ segments. I would encourage all of our dealers to use it."
- Michael Charlton, director of marketing and sales development, Riverside Furniture Corporation, Fort Smith, AR.
"NHFA’s The Professional Selling Process has solved our current sales training needs. We can teach it with in-house staff on our own timetable. We no longer have to send people out of town for days at a time to attend seminars. Our sales consultants have been very excited about the program and its content."
- Stuart Shevin, president, Standard Furniture Company, Birmingham, AL.
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Preview a video clip
You can view the complete Professional Selling Process Overview video today! Simply right-click here to download the video (155MB). When the download is complete, open the file for playback on your computer. Adjust playback settings such as sound using the controls on your media player.
If you prefer to preview the video on VHS tape, please call (800) 888-9590 for assistance.
*The Professional Selling Process tapes are available for sale in VHS format only. The VHS tape quality is superior to the quality of the video available online.
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