Despite the advances in technology, customers still want to interact with a living, breathing person when making a major purchase. With all the systemic changes that have impacted the showroom…
Author: Mark Okun
Bricks & Clicks
It’s not enough to be “multichannel” to succeed in retail these days; the key is to be “omnichannel. For some lighting showroom owners, 25 years may not seem so long…
Minding Your Own Business
The role of the salesperson in 2020 will morph considerably more than it has in any period in the past and requires a plan. It is imperative that our sales…
Developing Your 2020 Sales Team
Whether your goal is to raise the skill level of your existing salesforce, or build and add members to your team, this article will have something you can utilize. Back…
Getting Out of the Rut
Feeling “stuck?” Good news! I have tips that can help you get out of your own way and renew your positive momentum. There is no getting around it; every once…
Maximize Downtime
Wait! Before you flip past this page, thinking “Who has downtime? We’re so busy there’s no such thing,” I ask you to reconsider. By Mark Okun Every showroom staff has…
Sales Management Is a One-on-One Activity
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Objections Are Buying Signals
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Store Experience or Experience Store?
The word “experience” has been over-used in describing successful retail practices, but how does it apply to lighting showrooms? Over the last few years, there has been much discussion on…
How to Succeed With Transactional & Relational Customers
Knowing how to work with each type of customer requires a different sales process. [dropcap style=”letter” size=”52″ bg_color=”#ffffff” txt_color=”#d33030″]T[/dropcap]here are two defined types of sales processes — one is transactional,…
