Success Secret #4 from Furniture Training Company: Cherry Picking Season is Over

Furniture World – It’s common knowledge that the furniture shopping experience has changed over the past several years. Not long ago furniture salespeople practiced the fine art of “cherry picking.” There were crowds of interested shoppers and the salesperson got to decide which ones to serve and which one to ignore.

Alas, cherry picking season is over.

Not only is traffic down dramatically, but shoppers today are different from the ones we used to get. They seem a lot smarter and better prepared to shop.

The Internet gives shoppers important information about brands, styles and specific pieces of furniture. More importantly, and often with devastating results, the internet also tells them which stores they should shop in and which they should not. Reviews let them know which stores will treat them well and which will not. They learn which stores have sales people who have product knowledge and which do not. They find out which stores have manipulative salespeople and which do not. In other words the tables have turned and the furniture shopper gets to do the cherry picking now. Read More

According to the consulting firm BRP, 79% of consumers say personalized service from a sales associate is an important factor in determining where they shop. In fact, consumers want personalized service more than they want product incentives, easy return policies, credit options, and virtually every other incentive they can be offered. Furthermore, 63% of consumers are likely to stop shopping at a retailer where they’ve had a negative shopping experience.

Our success secret this month is that you acknowledge that “cherry-picking” season is over for the retailer. Take whatever actions are necessary to improve every customer’s shopping experience in your store by ensuring that your salespeople are able to ask meaningful and helpful questions of their customers.

Read the full article: Success Secret #4 from Furniture Training Company: Cherry Picking Season is Over 

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