Articles

Miskelly’s top salesman looks for that special link with a customer. Dion Thornton goes by just Dion. No last name. His business card says, “Ask for Dion (Rhymes with Lion).” It’s something he does to relax the customer. “It puts you on a more intimate basis with people,” Thornton said. Plus, customers get a kick…

“I’m just looking” is the only phrase that I have heard more than my name, Dion, which rhymes with lion. It seems every customer is “just looking.” When something happened to me, giving me new perspective on this phrase, I realized that people really don’t mean this. I needed a new pair of blue jeans…

1. Qualify. Ask questions, and let the customer tell you what their needs are. The more information you can get, the easier and better chance you have to make the sale. 2. Demonstrate. Have the customer pull the drawers out and look at the construction. Let her help you lift the sofa up so she…

Good, better or best. That’s the approach I like to take with my customers. Invariably, they find what suits them and make the sale themselves. A few years ago, I had a customer come in asking for the best bedroom suit I had. There was only one hitch. She didn’t want to spend more than…

Here’s the scenario: You get an up and you greet the customer. You establish a rapport, show them furniture, demonstrate it, and after spending an hour with them, make the sale. Then you return to get back on the up list. On your way, a colleague confronts you: “That was my customer! I sold them…