Lighting Up the CompetitionJared Littmann, owner of K&B True Value in Annapolis, Md., agrees. He uses in-store training sessions to show his employees how to complete popular DIY projects. “We show them how to rewire a switch so when customers are shopping for outlets, switches and dimmers, the associates know how the process goes,” Littmann says. This training allows sales associates to have the confidence to show customers how things need to be done. “Your employees need to not only know how to do these projects, but they need to understand the importance of selling all of the parts needed to complete the project,” he adds.

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