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Step inside the mind of a retail and wholesale veteran who’s spent four decades turning struggling businesses into profit powerhouses. Pete Primeau doesn’t just talk theory – he delivers battle-tested strategies from the trenches of the furniture and mattress industry that translate into explosive growth for ANY business. What You’ll Discover: • Advanced sales psychology and customer conversion techniques refined through $millions in transactions • Marketing strategies that work in today’s hyper-competitive marketplace • Leadership insights from someone who’s built teams, scaled operations, and navigated every economic storm • Vendor relationship mastery that creates sustainable competitive advantages Why This Show Is Different: While Pete’s roots run deep in furniture and mattress retail, his expertise transcends industries. The psychological triggers that sell a $3,000 mattress work just as powerfully for software, consulting, real estate, or any high-consideration purchase. The operational excellence that drives furniture showroom success applies to restaurants, service businesses, and e-commerce ventures alike. Meet Extraordinary Minds: Each episode features game-changing conversations with industry disruptors, serial entrepreneurs, marketing innovators, and business leaders who’ve cracked the code in their respective fields. From tech startup founders to manufacturing moguls, from retail revolutionaries to digital marketing masters – you’ll gain insider access to the strategies driving today’s most successful enterprises. Your Host’s Credentials: Pete Primeau brings unmatched authenticity to every conversation. As author of ”Miles & Miles of Retail Selling Greatness” and ”Sell A Million,” and founder of Primeau Furniture Sales, he’s not just interviewing successful people – he’s one of them. His track record of transforming underperforming sales teams and optimizing vendor partnerships speaks louder than any diploma. Subscribe now and join thousands of ambitious business professionals who refuse to settle for average results. New episodes drop weekly, each packed with immediately actionable insights you can implement before your next customer interaction.
Episodes
Wednesday Nov 18, 2015
Wednesday Nov 18, 2015
I interview John Kolencik who owns Matrix Impact about how to hire the next great salesperson. John encourages us to use simulations in our interviews to improve our hiring process.
John’s first recommendation is make the simulation as real as possible. He insists that the interview must be taped. We are trying to determine if this candidate is coachable. Multiple simulations should be used to determine coachability and aptitude.
Here are John’s Top 3 Items to focus on in the interview.
1 Learn what the candidate thinks the most important thing in selling is. The three A answers that John is looking for are:
1 Listening
2 Questioning
3 Building Relationships
2 What is their commitment to customer satisfaction? Is it in sync with yours?
3 Find out about their work ethic. There is no one question for this. There are many layers to the questions and they are peppered throughout the interview. Here are some of the questions:
1 Tell me about high school and what activities were you in?
2 Did you have a job in high school?
3 If they went to college ask them how did you pay for college?
4 What activities were you in college?
5 Can you tell me about your first job?
I talk about my old boss from Serta’s favorite question to ask in an interview. John shares a story about how one of his customers almost hires a professional bass fisherman who was gone eight to ten weeks a year!
I ask John, “How do we get our salespeople off to a good start?” John’s answers are enlightening and at times surprising. Don’t miss this interview! If you have questions for John call him at 216-347-6729 or go to his website at matriximpact.com.
Wishing You Success!
Pete
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