Adam Hankinson, Managing Director at Furniture Sales Solutions, talks about sales training and shares some key tips.
As the Managing Director of Furniture Sales Solutions, Adam is responsible for developing and delivering sales and management training content that makes a tangible and financial difference to their customers and teams. He also has a hand in marketing and content development, and is not far from a sales book to aid his own development. We sat down with Adam in a quick-fire Q&A to talk more about sales training.
What do you love most about your role?
I love seeing people grow in confidence and skill, and subsequently seeing the business itself grow.
How do you sell to a customer?
We mainly receive referrals and recommendations from existing customers to other retailers they know. We create interest via LinkedIn and we have a very informative website.
What is important for you when selling?
Integrity, genuine interest and solving the customers problem.
What do you avoid when selling?
I try to talk less than the customer.
Why is your service important for furniture retailers?
Typically, our customers are owner operators who are busy running their business with all the challenges that brings. We help motivate, inspire and up skill their managers and teams with our award winning training.
This is delivered in fun and participative workshops and then followed up in person in store on a regular basis until best practice is instilled. We then refresh that training on a regular basis to ensure its still alive and working.
What other services do you provide?
We consult with a handful of customers each year, helping them work on their business, not in it. We help them plan a growth strategy and then help them deliver that strategy through great leadership, competent managers and an engaged team.
We’re excited and looking forward to making all of our content, tips, tools and techniques available online in early 2023.
What is the hardest part of the job?
The job itself is fantastic and it’s what I’ve done for 40 years. The challenge is planes, trains and automobiles – travelling around the world for work is mostly straight forward but sometimes a challenge.
How often do you complete sales training yourself?
I probably read a sales book every month at least and have for the last 30 years. I watch webinars and videos, as well as follow some great sales leaders on social media.
Best bit of advice?
Be genuine, ask good questions and listen.