As life continues to return to pre-pandemic practices it is important to learn if your showroom sales team have picked up any new, good and or bad habits during the busy lockdown. It would be strange if they have not developed new practices during a two-year period where they were stuck at home with minimal physical contact while business exploded. These are not normal times.
During my 2022 travels, I have noticed one combined practice that both delights and concerns me. Many salespeople and trade professionals have consciously sped up their product selection process by condensing the sales/selection process. Showroom salespeople are not presenting the entire spectrum of available designs, finishes and applications. Knowledgable salespeople are directing clients to neutral finishes, safe designs and limiting discussions of customization and unique applications. They understand that their professional clients are also slammed, and homeowners want to get their jobs moving. Simply, all parties want to get this selection done and move on to what’s next. In a busy, pandemic time, this makes perfect sense. But, moving away from the pandemic period, should luxury, high service showrooms stop focusing on crafting and delivering unique solutions? Do you want your brand to slip down towards the middle of the market?