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How To Choose a Sales Associate


Greedy looking salespersonYou walk into a store knowing that you will be greeted by a sales associate. With visions of a used car salesman in a fedora hat, plaid jacket, and a pinky ring, you step through the door anyways. He will barrage you with snappy patter and try to high pressure you into buying something you don’t want or need. Suddenly, you are trying to NOT buy something from a store you walked into on your own free-will.  This doesn't seem quite right...More Articles...

So, you do what most customers do. You brush off the associate and browse on your own becoming more confused with each passing minute. Does that 75% Off Today Only! sign apply to everything in the store?  Is there an ottoman to go with that chair?  Where's the restrooms?  It quickly becomes apparent that you need someone to help you.

Don’t panic. I’m going to give you some tips on how to choose someone that you’re comfortable with and who has the knowledge and skill to help you with your selections. The associate should greet you warmly and look you in eye. They should be social in the beginning, not pushy. If you want to browse they should give you the space and time to enjoy the store, while remaining nearby so you can find them when a question arises.

The most important indication of their intentions is directly related to the amount of time they spend talking about you, your room, and your needs. They should not try to sell you anything initially, since professionals know that they can't give good advice without knowing what you are trying to accomplish.  A great salesperson is like a great doctor. They never prescribe without doing a thorough diagnosis.

The professional may try to sketch your room to get a clear understanding of what you are looking for. If they do, we recommend that you share your room plan and provide any decorating portfolio with color choices and clippings which you may have brought. Treat the helpful associate as a valuable source of information for correct product choices. If you did not make a floor plan the associate should be capable of laying out the room. After a sketch and thorough needs analysis, they should show you selections that fit your needs and budget.

If they appear intent only on helping you make the best decision possible, feel free to ask questions. It’s important to make a good decision now, before you have to look at bad furniture in your otherwise beautiful home, so take your time. Take advantage of the associates expertise, partnering with them to make a great decision.

After you have made your choices is the best time to ask about financing and any cash discounts. Good designers might bring these incentives up early in the conversation, but won't try to sell you a financing plan or an incredible discount. The best designers know that you want nice furniture that meets your needs, and will focus the conversation on that.

Remember that you don’t have to make your decision right away. Stay in control by not worrying that the sale ends Monday. While some sales events are in fact time sensitive, don’t rush because there is a deadline. If you’re not comfortable with your choice or need more time to make your decision there will be other events.

If you don’t receive the level of service described above, get a different associate to help you. The only way to do this is to ask for the sales manager, and simply request another salesperson. Never worry about the salesperson's feelings when they don't seem to care about your needs. The associate doesn’t own you, and a conflict of interests may stop you from getting a great price on the perfect furniture for your room.

Keep in mind that the products you purchase are going to enhance the quality of your life and that you will have them for a long time. Don’t settle for second best when it comes choosing a sales associate.

I manage and train sales associates every day and know the level service you should be given. Be demanding. Great stores and associates will give you the service you deserve.


Coming Soon...
 -What the Heck is Needs Analysis?
 -Choosing the Best Store to Shop in.



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