In the past year my wife Anne and I have been taking steps to build a new home. This house will be built on a lot we own right next-door to our existing home overlooking Lake Loveland in Colorado. 

Building trust and likability are the two key elements on becoming a trusted sales advisor.

Throughout my flooring career as a retail sales advisor, store manager, mill rep, product knowledge training manual author, layout tool inventor and columnist I’ve always taken a deep interest in selling area rugs.

During my career in floor covering, I've spent about 80% of my time selling to residential remodel buyers. I guess you could say it's what I do best and what I enjoy the most. Even though the average job might only be between $2,000 to $5,000, I still enjoy working with homeowners the most.

There is no hiding the fact the two main areas I train on are customer relation selling skills and product knowledge. Learning and understanding these two aspects alone can make you a top sales advisor in our industry.

Throughout my career in retail flooring sales I’ve worked for several companies and each had its own way of presenting product and installation pricing.