At Furniture News, we’ve long been fascinated by the psychology of selling – so, ever since Furniture Sales Solutions emerged on the scene in 2021, we’ve enjoyed sharing Adam Hankinson’s advice on how to overcome objections, find the upsell opportunities and close the deal.
Having run a regular column from Adam for some time, we thought we’d delve deeper into his methods by grilling a few of his ‘students’. This month, you’ll find accounts from the likes of Caseys, Fairway and Gillies which spell out how Adam’s training regimen was deployed in their stores, and how his techniques have impacted the bottom line.
That said, for salespeople to win, the product needs to sing – and September is one of the best times of year to find it. In this issue, you’ll find previews of Long Point, the Autumn Furniture Show and the Bed Show (see our Bed Buyer supplement for the full exhibition lowdown), plus the second part of our Manchester Furniture Show coverage.
Two of Sweden’s premier bedmakers, Carpe Diem Beds and DUX, are in the spotlight, plus we’ve the latest from Dreams, Rauch and Kaydian, plus Q&As with Saxon Furniture’s Mark Denby and agent Phil Gant – as well as opinion pieces from our regular contributors.
