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Many customers find furniture shopping stressful, and one common complaint is about the salespeople. Some describe furniture salespeople as “annoying,” “pushy,” or “hovering” too much. The reality, however, is more complicated. In most cases, the best salespeople are not pushy at all—they’re simply there to provide professional assistance. So why does this misconception about furniture salespeople persist, and how does the sales process really work in the industry?
In this article, we’ll explore why commission-based salespeople are often misunderstood, how good sales practices benefit customers, and what you should actually expect when working with a knowledgeable furniture salesperson.
It’s easy to see why customers might think commission salespeople are a negative thing. The assumption is that these employees are incentivized to push more expensive products or to hurry customers into decisions. And, yes, in some industries, aggressive sales tactics can be a problem. But in furniture stores, the story is different. Saying whatever it takes to get a sale, or letting the customer shop on their own, leads to bad results for the salesperson, customer and store. There is a strong correlation between how much time a salesperson lets their customer shop on their own, and the happiness of the customers and its not what people expect!
The fact is, salespeople that let their customers shop on their own, have the lowest sales volumes, the lowest Net Promoter Scores (NPS) customer satisfaction surveys, and the highest merchandise return rates! The reverse is also true, the true professionals that are able to earn customers trust and get them to work together in the shopping process have the highest sales, the highest NPS customer satisfaction surveys, and the lowest merchandise return rates!
Commission-based pay is common in the furniture industry because it rewards performance. Selling furniture requires a lot of skill and product knowledge. It’s not just about knowing what looks nice—it’s about understanding the materials, construction, and even ergonomics. A good furniture salesperson helps customers find the right pieces that fit their style, comfort needs, and budget.
When stores employ hourly salespeople, customer satisfaction often drops. Why? Because these employees don’t have the same incentives to hone their skills or to make sure you walk out with something you’ll love for years. They may lack the deep product knowledge or the motivation to invest in your decision-making process. In contrast, a commission salesperson knows that a happy customer can mean a future sale, a return visit, or even a referral.
The belief that commission-based pay leads to high-pressure sales tactics is understandable but incorrect. The best salespeople in the furniture industry are not pushy at all. In fact, they’re trained to listen and assist, not to hard-sell products that don’t meet your needs. Every product in the store is right for someone, and finding the best one for you is the priority, not what’s most expensive. Odds are if you found the salesperson to be annoying, they were not following what they were trained to do.
Many people have experienced what they perceive as an “annoying” salesperson—someone who seems to hover or who checks in too often while they browse. Ironically, it’s the salespeople who give customers too much space, letting them wander without guidance, who often receive the most complaints. Customers can feel lost or overwhelmed when left to navigate a large showroom on their own, and those feelings often turn into frustration with the salesperson for not being more helpful.
Great salespeople, on the other hand, are highly engaged without being intrusive. They build trust and guide you through the decision-making process, making sure your questions are answered and your concerns addressed. They don’t hover because they’re pushy; they stay close because they’re ready to assist.
The key to understanding why good salespeople aren’t “annoying” lies in how they approach the sales process. These professionals aren’t just selling you a couch or a bed; they’re helping you find a long-term solution for your home. In furniture sales, it’s all about building relationships. Understanding how your family works, what’s important to you, and knowing that being a trusted voice may mean not getting this sale, but keeps your trust for the future. For them, it’s a long game.
A great salesperson will engage with you at the right moment, offering insights about different brands, the durability of materials, or what works best for your living space. They’ll listen to what you need and will respect your budget. Their goal is to help you make the best decision, not just the quickest one.
Finding a salesperson with tenure or a store that gives them a lot of training is often a good sign that you’re in capable hands. A salesperson who’s been with a store for a long time has proven their value by consistently offering excellent service and keeping customers happy. They’re less likely to rush you into a decision or sell you something you don’t need because they know their reputation—and their livelihood—depends on your satisfaction.
In the furniture industry, where products are often a significant investment, good salespeople understand that their job is about much more than making a quick sale. It’s about providing a professional service that ensures you’re getting what you really want and need.
At its core, furniture sales is a relationship-driven business. A commission salesperson who wants to succeed will focus on building lasting relationships with their clients. They’ll take the time to learn what you’re looking for, offer suggestions based on their experience, and help guide you toward a choice you’ll be happy with for years to come.
They understand that if they push too hard or sell you something unsuitable, you won’t come back. Worse yet, you’ll share your negative experience with others. That’s why the best furniture salespeople aren’t annoying at all—they’re skilled professionals dedicated to making sure you leave the store feeling confident in your purchase.
While it’s easy to assume that a commission-based furniture salesperson might be pushy, the reality is quite different. The best salespeople are trained professionals who want to earn your trust and help you make the best decision for your home. They’re not “annoying”—they’re doing their job, and when done well, it benefits you as the customer. When you get a good one, you’re much more likely to be happy with your decision.
So, next time you visit a furniture store, don’t hesitate to engage with the salesperson. A good one is just as worried as you are about selling you something that doesn’t fit your needs.
