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It all starts… Right There On The Floor.

Every customer has a story. Learn to find it.

Why I Wrote Right There on the Floor

Having sold flooring since 1993—as a retail salesperson, a manager, an owner, and now a manufacturer's territory manager—I've learned the first question is often the most important one in the sales process.

"What brings you in today?"

Here's a hint...

It isn't the floor.

Every customer has a story. They may be preparing for a new baby, rebuilding after a loss, creating a forever home, or simply wanting to love the place they live again.

Discovering why they walked through the door changes everything. It helps them find what they're truly looking for—and allows you to become more than someone who sells flooring.

That's what Right There on the Floor is really about.

There’s a difference between selling someone a floor and actually helping them make the right decision.

I didn’t always understand that.

In the early years, I thought if I answered the question in front of me, I was doing my job. If someone came in asking for carpet, I showed them carpet. If they wanted wood, I walked them over to hardwood. I explained the differences, talked through pricing, and helped them make a selection.

And most of the time, it worked.

They bought something. The job got scheduled. The installers showed up. The floor went in. Everyone moved on.

On paper, it was a success.

But every once in a while, something didn’t sit right.

Not always something obvious. No angry phone call. No major complaint. Just a quiet feeling—usually after the fact—that I had given them exactly what they asked for…

…and missed what they actually needed.

That’s a hard thing to see at first, because nothing is technically wrong.