Hardwood Floors April/May 2026

Sales Savvy (Continued)

GUIDED SELLING BEATS QUOTING PARALYSIS

Another common pain point is quoting paralysis. Too many products. Too many variables. Too much information is dumped on the customer. AI enables guided selling at the showroom level by helping salespeople narrow options based on customer needs, lifestyle, and priorities. Instead of overwhelming shoppers, reps lead them. Instead of guessing, they recommend. This does not remove choice. It creates clarity. AI turns intuition into intelligence and activity into advantage. COACHING THAT HAPPENS IN REAL TIME Traditional sales coaching happens after the fact, if it happens at all. AI introduces real-time sales coaching that helps reps stay on track during the selling process, not weeks later in a review meeting. This allows companies to improve close rates without hiring more managers or adding layers of complexity. The companies winning tomorrow are not the ones with more reps, but the ones with smarter reps powered by AI. FOLLOW UP THAT ACTUALLY HAPPENS

ADOBESTOCK ©

Ask someone where deals go to die, and you will hear the same answer. Poor follow-up. AI does not replace relationships. It replaces missed reminders, forgotten emails, and inconsistent outreach. AI does not replace salespeople. It replaces wasted time so salespeople can sell. Consistent follow-up builds trust. Trust closes deals.

“USING AI TO STREAMLINE PROCESSES AND CREATE WORKPLACE EFFICIENCY” WEDNESDAY, APRIL 22 8:00-9:00 A.M. MARK YOUR CALENDARS NOW TO JOIN US AT EXPO

TURNING ATTACH RATES INTO A COMPETITIVE ADVANTAGE

Attach rate optimization is another overlooked opportunity. Warranties, protection plans, and value-added services often are forgotten or introduced awkwardly. AI helps ensure these conversations happen naturally and consistently, increasing

Panelists: Reid Lambright, Andy Iamaio and Sami Senepathy

revenue per sale without pressure or gimmicks. AI is not a cost center. It is a revenue multiplier. THE BOTTOM LINE

IGNITE YOUR PASSION

AI will not replace salespeople. Salespeople using AI will replace those who are not. Flooring sales always will be personal, tactile, and relationship-driven. AI simply gives teams the preparation, confidence, and consistency they have never had before. The companies winning in 2026 are doing this now. And this shift already is separating leaders from laggards today.

$QG\ ,DPDLR LV D VDOHV DQG EXVLQHVV GHYHORSPHQW OHDGHU NQRZQ IRU building trusted partnerships, leading high-performing teams, and turning complex challenges into clear, executable growth strategies. He currently serves as vice president of sales for Centricity, where he leads revenue growth initiatives, strategic partnerships, and JR WR PDUNHW H[HFXWLRQ DFURVV WKH RUJDQL]DWLRQ &RQWDFW KLP DW andy.iamaio@centricity.com, 704.999.0372, or visit centricity.com.

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