“Now let’s see. We’ve been together about 30 minutes. I can tell you know nothing about me, my home, my lifestyle or what I like. What was it you were trying to sell me again?”
When I’m doing training for retail flooring chains or talks at floor covering association dinners, I always include a section on “what needs to be said” to prospective buyers.
In 1991, my nephew, Jody Skaggs, and I had worked together for eight years for two separate flooring contractors building their commercial departments from one that was labor-only in the hospitality business and the other was a residential flooring company.
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