Why Dealers and Manufacturers Call Us
Thank you for visiting this page. You're likely here because:
- You know people buy from people and traditional selling techniques aren’t winning the sale.
- Buyers have changed. Teams must navigate committees, build consensus, and reduce risk.
- Customers judge more by how your team communicates than what they say.
- Too often, your team enters meetings without a clear message or strategy.
- Your showroom investment is strong—but the customer experience hasn’t kept up.
- Your competitive advantage feels fuzzy—even to your own people.
- You believe the best way to compete is by building the skills and confidence of your team.
Our Services: Every Opportunity is a Must-Win
REPRESENTING PRODUCTS In-person training
Turn Product Presentations Into Purchase Decisions
Based on the new book Representing Products, this hands-on training equips sales professionals with a practical method to differentiate their product without defaulting to a “feature dump.” In contract furniture, where many products feel interchangeable, this approach helps your team stand out.
Buyers need information, but decisions are made emotionally and intuitively. This program aligns your message with how people actually choose—by fusing what you say with how you say it.
Participants bring real sales opportunities and leave with real presentations they can use immediately.
Program Framework — Built Around the Book
- REACH
Understand how buyers actually make decisions.
- REVEAL
Present your product using a clear, proven framework that highlights what truly sets you apart. - RELATE
Deliver with clarity, confidence, and connection so your presentation moves buyers to action.
Customized Sales Training
Every sales team has a variety of seller strengths and weaknesses. We work with you to develop a training plan that includes the priority skills you need to win when in front of the customer. Contact us to talk about your specific needs and if we can help, great! We promise an enjoyable conversation that will bring good ideas even if we don't find a fit!
ALWAYSSHOW
You likely made recent showroom investments and need to see a return. But most showroom improvements miss the most important part- the PEOPLE who engage the customer. AlwaysShow is the definitive program in the industry that will protect your showroom investment by developing the communication and selling skills of your team. AlwaysShow fuses your design, furniture, and people to get more out of every customer visit. AlwaysShow:
- Customized for your team and space.
- Innovative exercises to generate unique ways to engage customers.
- You'll maximize every customer visit!
FIRSTPLACE Presentation Series
There are three major elements to a win:
- Product positioning and product strategy.
- Bid response and bid strategy.
- Customer engagement and presentation strategy.
You likely spend the majority of your time on the first two. Have you ever planned the customer presentation on the way to the meeting? Do you and your team rely on your experience alone to connect with the buyer? Customers expect more. We are the experts to help salespeople in all three channels of face-to-face communication: visual, verbal, and vocal channels. Elevate your meetings and presentations to the level the customer expects.
Dealer Designer Training
"We're all in sales now" is the theme from Daniel Pink's book, "To Sell is Human" and it couldn't be more true for dealer designers. In collaboration with Alexandra Tseffos, Silent T Consulting, Moving Designers is a program that fuses designers existing skills in product knowledge and design with technology (CET) and selling skills. Contact us for more information.
HEIGHT ADJUSTABLE
Heighten your sales strategy with the industry leading process to find your true competitive advantage. This consulting engagement will:
- Address common, well-known myths about what strategy is.
- Generate a list of potential competitive advantages.
- Filter each potential competitive advantage through a proven, rigorous model to ensure validity.
- Create the plan for implementing your competitive advantage at your organization.
DISC for Sales
The key to understanding the customer, is to first understand yourself. Simply put, the DISC Behavioral Assessment for Sales measures how a seller does what they do. Insights about their behaviors help sellers leverage what they do naturally and modify what may be limiting their success. A personalized 26 page report includes actionable steps to improve customer communication. Contact us to learn how easy it is to help your team succeed with DISC!
COLA Strategy and Analysis Tool
COLA is our proprietary Complex Opportunity Learn/Aim tool. It's an Analysis first, Strategy second tool that when applied to a single opportunity, transforms selling activities. Do what mattes most to increase your "win-ability score" and cover all the bases. Moreover, using the tool to examine an opportunity TEACHES complex pursuit strategy while preparing for customer interactions. Contact us for a demo today!