Cover Story: The New Art of Selling
“Look at the custom world right now,” Ryan said. “We go into customers’ homes, build a relationship with them, listen to what they have to say and really find out about their lifestyle. Why aren’t we taking that model and applying to the floor? The customer is king today; the product is no longer king.”
It’s an approach Stan Brooks puts into practice every day on the floor at Ken Crane’s. Though he still has that boy-next-door charm and can talk to anybody, Brooks said the only way to make it in the business right now is to cut the antics and become incredibly useful to every customer he encounters.
“In this economy, people aren’t going to be throwing their money at you,” he said. “You have to get in their heads and find out what’s best for them.”