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Jeff MacDowell is the Executive Director of Luxury Products Group, a decorative plumbing, hardware and lighting buying group. He is a 25 year industry veteran specializing in the decorative kitchen and bath business. He coaches showrooms on service excellence and design optimization. Contact him at jeff@luxuryproductsgroup.com
At some recent training sessions, I have noticed a need to discuss sales techniques that help close the showroom consultation faster and get more people through the sales process.
While influencers and HGTV-like television shows try to move the market, our showrooms are still the trusted advisor in what works and what doesn’t in the bath or kitchen. Business is still brisk across the country, and orders are moving a bit smoother.
While some high-end retail furniture stores insisted we were in a recession, most of the showrooms I spoke with swore the opposite — still busy and still a backlog of orders to push out.
Ensuring you have an understanding and appreciation for other types of showroom businesses is critical to your success as a decorative plumbing showroom salesperson.
As with any sales opportunity, selling to showroom customers hinges on the experience. That experience is tainted if you don’t have something the customer wants.
The concept of an independent, family-owned company demonstrating how much it cares for its team members by investing in their education is a compelling story.