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…
Category: Mark Okun
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,…
The Power of Props
One of your favorite childhood activities can be a successful selling tool in your showroom. Let’s take a trip back in time — for some of us, that means going…
Building Your Stand-Out Story
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Be Your Own Ad Agency
Showrooms of all sizes are reimagining how they can compete in a marketplace that is in a constant state of flux. [dropcap]T[/dropcap]he need to level the playing field begins with…
Tapping the Millennial Market
2019 is reportedly the year that Millennials will overtake the Baby Boomers as the largest population by generation. Here’s what it means for you. [dropcap style=”letter” size=”52″ bg_color=”#ffffff” txt_color=”#2432f2″]T[/dropcap]he…
