Pottery Barn discovered its employees were lacking confidence in selling big-ticket items such as furniture. To help the employees overcome their feelings of awkwardness approaching customers, Group X created a short training video using in-store dramatizations to demonstrate the most effective sales techniques for selling upholstered furniture. The video showed how to greet a customer browsing near the furniture, begin a conversation about their furniture needs and explain the benefits of Pottery Barn home furnishings. The results of the furniture video were so successful they requested a similar show for the Gift Registry.
