Anyone who has ever sold furniture knows it can be difficult to give useful advice to customers because you do not know what the customer’s home looks like.

It is not like selling a dress where you can see it on the customer and based on what you see give advice on cut, length, color etc.

Not knowing the size and look of the room are barriers to delivering exceptional sales service. The right furniture for the right space is important for most customers, as veteran industry consultant Joe Capillo says, “Simply knowing and showing technical things about construction, materials, fabrics, color, pricing, delivery – won’t get you connected to the one thing you know nothing about: The Room!”.
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