The Last Word with Jamar Wray of Broad River Retail

In this latest episode of The Last Word, Editor-at-Large Ray Allegrezza interviews Jamar Wray, one of Broad River Retail’s most successful sales professionals. Here he talks about how he transitioned into the world of sales at the Ashley licensee and what it means to be among the “Memory Makers” at Broad River today. He also discusses some of the keys to his success, including working to understand the customer’s needs so they end up with the right product that will benefit them in their homes for years to come. He says a key is developing a sense of trust with the customer so they feel comfortable communicating their needs down to the final detail, including mapping out their floor plan in a way that helps them make the right purchase for each room. As with anything in the furniture industry, he finds it’s about developing a relationship with the customer that involves a level of mutual respect that acknowledges they might say no initially. But in his words, it’s about persistence, asking questions and making sure you follow up with the customer. “We are going to get objections and we just have to understand that. … Just because they didn’t buy today doesn’t mean they won’t buy next week.” Click the link below for these and other insights with one of the licensee’s top salespeople.