Don Roberts, president & CEO of Central Alabama Floor, talks about steps he has taken to increase the closing rates of salespeople, which he notes include learning more about the products carried in the store and the applications they are engineered for, which becomes especially important in this age of better-educated consumers. He discusses the product knowledge session he holds for his salespeople and the specifics he insists be covered, including how the product needs to be installed and its recommended applications as well as what products cannot do.