Walk into almost any flooring showroom, and you will hear the same frustrations. Close rates are inconsistent. Some salespeople perform like all-stars, while others struggle to convert traffic. Customers get overwhelmed by choices. Price objections stall deals. Follow-up happens when someone gets around to it. None of this is new. What is new is the opportunity to fix these problems at scale.
AI no longer is a futuristic concept reserved for tech companies. It rapidly is becoming a practical,
everyday advantage for flooring companies that
want more consistency, better preparation, and faster execution without sacrificing the human element of selling. As a revenue leader, Salesforce practitioner, NWFA Certified Sales Advisor, AI product builder, and vice president of sales at Centricity, I have seen firsthand how AI is reshaping sales, not by replacing people, but by elevating them. AI gives sales teams something they have never had before: consistency at scale.
THE REAL PROBLEMS AI ACTUALLY SOLVES
Let’s be clear, AI magically doesn’t make people better closers. What it does is remove the friction that holds good salespeople back. One of the biggest challenges in flooring retail is inconsistent performance across staff. Great reps know how to handle objections, guide customers, and recommend solutions confidently. Others freeze under pressure or default to discounting. AI-powered objection handling changes that. Instead of guessing how to respond to common price concerns, salespeople walk into conversations prepared. Selling is still human. Preparation no longer has to be. Speed matters. Speed wins deals. AI creates speed. When reps can respond confidently and immediately, momentum stays intact and trust builds faster.
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
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.
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 revenue per sale without pressure or gimmicks. AI is not a cost center. It is a revenue multiplier.
THE BOTTOM LINE
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.
Andy Iamaio is a sales and business development leader known for 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 go-to-market execution across the organization. Contact him at andy.iamaio@centricity.com, 704.999.0372, or visit centricity.com.
