Overview

Too many furniture sales are lost on the shop floor ‒ not because of price or product, but because salespeople lack a clear, proven way to turn interest into orders. Selling Furniture reveals the Seven Habits of the most effective sellers, distilled from decades of real-world data and the practices of the industry’s highest performers. It shows you how to increase sales with consistent results – without relying on luck or personality. When you’ve read this book, you will be able to: Increase your conversion rate using a clear, consistent sales structure that turns conversations into orders Build rock-solid confidence and rapport, so customers engage longer, trust you more and buy more often Elevate average performers to top-echelon, million-pound sellers by applying simple, proven habits that drive rapid improvement Convert more browsers into buyers by mastering the questions, language and techniques that uncover real needs and prompt decisive action Maximise the value of every customer visit by reducing walkouts, increasing order value and making marketing spend work harder

Full Product Details

9781781339749

Table of Contents

Reviews

‘The definitive book for furniture retail, one the whole trade should be grateful for. From the shop floor to the boardroom, it sets out service-led sales principles that transform performance, raise standards and restore pride in the profession. The practical, deeply human approach that defines Adam and the FSS workshops runs through every page.’ — Nathan Doe, Managing Director of John Doe of Diss ‘Selling Furniture distils decades of frontline retail experience into a disciplined, structured framework written specifically for the furniture sector. Grounded in real stores and commercial reality, it turns behavioural insight into practical methods that can be applied immediately. In a market where marginal gains in conversion materially affect profitability, this is more than a sales manual – it has the depth, clarity and sector relevance to become a defining reference point for furniture retailers committed to raising standards and delivering measurable results.’ — Paul Farley, Editor-in-Chief, Furniture News ‘This book is worth millions.’ — Tracey Holian, Training Manager, Harvey Norman Ireland ‘The book is a testament to Adam Hankinson’s commitment, service excellence and copious experience. It is the Holy Bible of Furniture Sales. The book will not only help shape you in the workplace, but in your daily life. How to combat adversities, how to accept reward and, most importantly, how to consistently be the best YOU. The guidance will ensure the mechanics of the Seven Habits are on standby mode in the mind’s eye before naturally navigating through the processes to get the best out of ANY situation, wherever and whoever you are! The possibilities are endless and the potential uncapped! A masterpiece!’ — Luke Gilby, General Manager, Bradbeers Furniture ‘This book is as powerful as Adam’s live training – practical, relatable and immediately usable. So, are you ready to raise your standards, because everything you need is in this book?’ — Ryan Pheloung, Owner Bradfords New Zealand ‘This book is a masterpiece of timeless sales expertise that made me think about my team, specific areas to work on and areas to immediately improve on – absolute gold!’ — Jamie Wetton, Branch Manager, Nick Scali ‘No gimmicks. No waffle. Just the stuff that works: ask better questions, listen harder than your competitors, link everything back to what they told you and earn the right to close. That’s why this book prints money.’ — Paul Atherton, The Virtual Sales Director and creator of NeuroClose™ ‘Selling Furniture by Adam Hankinson is an outstanding guide for anyone serious about excelling in furniture retail. Drawing on over forty-five years of hands-on industry experience, Adam delivers a practical, no-nonsense framework built around seven powerful habits – mindset, approach, foundation questions, listening, selling the solution, concluding and referrals and recommendations. Each habit is grounded in the real-world challenges of today’s showroom floor and is packed with actionable tips, tools and techniques that can be implemented immediately and referred to for years to come. We’ve been fortunate enough to apply, test and refine these seven habits in our own sales process, and the results have been undeniable – more confidence, stronger customer relationships and, most importantly, a genuine increase in sales.’ — David Philp, Director, Gillies of Broughty Ferry

Author Information

Adam Hankinson is the UK’s leading authority on furniture retail sales performance and the creator of the Seven Habits programme, trusted by many of the country’s top retailers. He leads Furniture Sales Solutions, the multi-award-winning company transforming sales teams across the UK and Ireland.

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