In a highly competitive environment, your store's success depends on your sales staff's ability to expertly pinpoint a consumer's specific situation and present specific solutions that appeal to her unique tastes and needs. In contrast, the sales staff at the big-box stores has neither the expertise nor the time to give customers this level of one-on-one attention they want when making this important purchase. Your store's ability to address this fundamental need is the key to tipping the odds in your favor.
Chances are, the flooring lines you offer are similar to those found at other retailers in your area. Most stores carry solid, engineered and laminate floors, and offer a fairly broad selection of species, colors, patterns and finishes. All things being equal, a level playing field leaves price as the only factor that gives the box stores an edge. Separating your store from the pack means focusing on the people doing the shopping, as opposed to simply pitching products. This shift in selling philosophy is the underlying principle of "high-impact selling."