Window Treatments for Profit with LuAnn Nigara

By LuAnn NigaraBusiness Arts Design

Window Treatments for Profit with LuAnn Nigara episodes

June 23, 2025324: What Would Lu Do?: The 7 Deadly Sins That are Killing Your Sales – Part 5: Avoiding the Close
Today With LuAnn Nigara:
If you're doing beautiful consultations and still walking away without a signed agreement—this episode is for you.
In Part 5 of our “7 Deadly Sales Sins” series, LuAnn breaks down one of the most costly mistakes sales professionals make: Avoiding the Close. You’ll learn why clients actually want to be guided to a decision, how to confidently ask for the business without feeling salesy, and what practical steps you can take today to lead your consults with clarity and results.
You’ll also hear:
Why “Let me know what you think” is not a closing strategy

What avoiding the close really signals to your client

The 4 steps to close with integrity—not pressure

How one simple question could’ve made the difference in your last lost sale
And if you’ve ever left a consultation thinking “I thought that went great—what happened?”… this one will hit home.

A Big THANK YOU to Today’s Podcast Sponsor:
This episode is sponsored by Exciting Windows!

What’s new with LuAnn Nigara
⁠⁠⁠⁠⁠⁠⁠⁠The Power Talk Friday Tour⁠⁠⁠⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠⁠⁠⁠Watch the Docuseries!⁠⁠⁠⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠⁠⁠⁠http://www.luannnigara.com/cob⁠⁠⁠⁠⁠⁠⁠⁠

Get The Goodies!
For checklists, resources, and extra goodies from A Well-Designed Business sign up for free ⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠.
To Get on LuAnn’s Email List, text the word designbiz to 444999!

Purchase LuAnn’s Books Here:
Book 1: ⁠⁠⁠⁠⁠⁠⁠⁠The Making of A Well – Designed Business: Turn Inspiration into Action⁠⁠⁠⁠⁠⁠⁠⁠
Audiobook: ⁠⁠⁠⁠⁠⁠⁠⁠The Making of A Well – Designed Business: Turn Inspiration into Action⁠⁠⁠⁠⁠⁠⁠⁠
Book 2: ⁠⁠⁠⁠⁠⁠⁠⁠A Well-Designed Business – The Power Talk Friday Experts⁠⁠⁠⁠⁠⁠⁠⁠
Pre-Order Book 3: ⁠⁠⁠⁠⁠⁠⁠⁠A Well-Designed Business – The Power Talk Friday Experts Volume 2⁠⁠⁠⁠⁠⁠⁠⁠

Connect with LuAnn Nigara
LuAnn’s ⁠⁠⁠⁠⁠⁠⁠⁠Website⁠⁠⁠⁠⁠⁠⁠⁠
LuAnn’s ⁠⁠⁠⁠⁠⁠⁠⁠Blog⁠⁠⁠⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠⁠⁠⁠Power Talk Friday⁠⁠⁠⁠⁠⁠⁠⁠
Like Us: ⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠ | Tweet Us: ⁠⁠⁠⁠⁠⁠⁠⁠Twitter⁠⁠⁠⁠⁠⁠⁠⁠ | Follow Us: ⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠ | Listen Here: ⁠⁠⁠⁠⁠⁠⁠⁠Podcast⁠⁠⁠⁠⁠⁠⁠⁠

Other Resources:
This podcast supports the ⁠⁠⁠⁠⁠⁠⁠⁠Savvy Giving Design Coalition⁠⁠⁠⁠⁠⁠⁠⁠. Learn more about it ⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠!
⁠⁠⁠⁠⁠⁠⁠⁠AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project⁠⁠⁠⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠⁠⁠⁠AWDB #164: Susan Wintersteen- Savvy Giving by Design⁠⁠⁠⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠⁠⁠⁠Chairman of the Board⁠⁠⁠⁠⁠⁠⁠⁠ with LuAnn Nigara!
⁠⁠⁠⁠⁠⁠⁠⁠Exciting Windows!⁠⁠⁠⁠⁠⁠⁠⁠ Coaching and more!⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠
LuAnn University - ⁠⁠⁠The "Make a Friend" 7-Step Selling System with Jessica Harling⁠⁠⁠
⁠⁠⁠⁠Managing For Profit Upcoming Locations in October & November⁠⁠⁠⁠ - Montana, Wyoming & Indianapolis, IN - Use code PROFITS at checkout to attend FREE (normally $695)

Other Shows:⁠⁠⁠⁠⁠
⁠⁠WTFP #320: What Would Lu Do?: The 7 Deadly Sins That are Killing Your Sales – Part 1⁠⁠
⁠⁠WTFP #321: What Would Lu Do?: The 7 Deadly Sins That are Killing Your Sales – Part 2: Avoiding the Budget Talk⁠⁠
⁠WTFP #322: What Would Lu Do?: The 7 Deadly Sins That are Killing Your Sales – Part 3: Feature Dumping⁠
WTFP #323: What Would Lu Do?: The 7 Deadly Sins That are Killing Your Sales – Part 4: Being a Chameleon
18 min
June 16, 2025323: What Would Lu Do?: The 7 Deadly Sins That are Killing Your Sales – Part 4: Being a Chameleon
Today With LuAnn Nigara:
In Part 4 of our solo sales series, LuAnn tackles a sneaky but costly sales habit: being a chameleon. It’s what happens when you adjust your tone, your process—or even your pricing—just to stay in the client’s comfort zone.
The problem? You’re not leading the sale anymore… you’re following it.
In this episode, LuAnn breaks down:
The difference between empathetic communication and giving away your power

How trying to be “easy to work with” can quietly weaken your value

Real-world scenarios where salespeople shift, bend, and blend—and end up forgettable

Phrases that anchor your authority (without being pushy)

What true leadership looks and sounds like in a consult
Plus, she shares a bonus resource from her other podcast, A Well-Designed Business®, where Sharon L. Sherman helps you understand your own personality type—and how it plays out during the sales process.
If you’ve ever walked out of a sales call thinking, “Why didn’t I just say what I knew was right?”—this one’s for you.

A Big THANK YOU to Today’s Podcast Sponsor:
This episode is sponsored by Exciting Windows!

What’s new with LuAnn Nigara
⁠⁠⁠⁠⁠⁠⁠The Power Talk Friday Tour⁠⁠⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠⁠⁠Watch the Docuseries!⁠⁠⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠⁠⁠http://www.luannnigara.com/cob⁠⁠⁠⁠⁠⁠⁠

Get The Goodies!
For checklists, resources, and extra goodies from A Well-Designed Business sign up for free ⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠.
To Get on LuAnn’s Email List, text the word designbiz to 444999!

Purchase LuAnn’s Books Here:
Book 1: ⁠⁠⁠⁠⁠⁠⁠The Making of A Well – Designed Business: Turn Inspiration into Action⁠⁠⁠⁠⁠⁠⁠
Audiobook: ⁠⁠⁠⁠⁠⁠⁠The Making of A Well – Designed Business: Turn Inspiration into Action⁠⁠⁠⁠⁠⁠⁠
Book 2: ⁠⁠⁠⁠⁠⁠⁠A Well-Designed Business – The Power Talk Friday Experts⁠⁠⁠⁠⁠⁠⁠
Pre-Order Book 3: ⁠⁠⁠⁠⁠⁠⁠A Well-Designed Business – The Power Talk Friday Experts Volume 2⁠⁠⁠⁠⁠⁠⁠

Connect with LuAnn Nigara
LuAnn’s ⁠⁠⁠⁠⁠⁠⁠Website⁠⁠⁠⁠⁠⁠⁠
LuAnn’s ⁠⁠⁠⁠⁠⁠⁠Blog⁠⁠⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠⁠⁠Power Talk Friday⁠⁠⁠⁠⁠⁠⁠
Like Us: ⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠ | Tweet Us: ⁠⁠⁠⁠⁠⁠⁠Twitter⁠⁠⁠⁠⁠⁠⁠ | Follow Us: ⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠ | Listen Here: ⁠⁠⁠⁠⁠⁠⁠Podcast⁠⁠⁠⁠⁠⁠⁠

Other Resources:
This podcast supports the ⁠⁠⁠⁠⁠⁠⁠Savvy Giving Design Coalition⁠⁠⁠⁠⁠⁠⁠. Learn more about it ⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠!
⁠⁠⁠⁠⁠⁠⁠AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project⁠⁠⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠⁠⁠AWDB #164: Susan Wintersteen- Savvy Giving by Design⁠⁠⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠⁠⁠Chairman of the Board⁠⁠⁠⁠⁠⁠⁠ with LuAnn Nigara!
⁠⁠⁠⁠⁠⁠⁠Exciting Windows!⁠⁠⁠⁠⁠⁠⁠ Coaching and more!⁠⁠⁠⁠⁠⁠⁠⁠⁠
LuAnn University - ⁠⁠The "Make a Friend" 7-Step Selling System with Jessica Harling⁠⁠
⁠⁠⁠Managing For Profit Upcoming Locations in June⁠⁠⁠ - Seattle and Spokane, Washington & Boise, Idaho - Use code PROFITS at checkout to attend FREE (normally $695)

Other Shows:⁠⁠⁠
⁠WTFP #320: What Would Lu Do?: The 7 Deadly Sins That are Killing Your Sales – Part 1⁠
⁠WTFP #321: What Would Lu Do?: The 7 Deadly Sins That are Killing Your Sales – Part 2: Avoiding the Budget Talk⁠
WTFP #322: What Would Lu Do?: The 7 Deadly Sins That are Killing Your Sales – Part 3: Feature Dumping
AWDB #892: Sharon L. Sherman: Decoding Personality Types for Successful Client Outcomes
22 min
June 09, 2025322: What Would Lu Do?: The 7 Deadly Sins That are Killing Your Sales – Part 3: Feature Dumping
Today With LuAnn Nigara:
Today we’re tackling one of the sneakiest sales habits out there—Feature Dumping. Yep, this one shows up when you think you’re impressing your client with all the bells and whistles...but what you’re really doing is overwhelming them and missing the mark.
Here’s the truth: your clients don’t want a product pitch. They want a solution. They want to know how your expertise—and the beautiful window treatments you deliver—will improve their life, their home, and their peace of mind.
In this episode, I walk you through:
Why detail-loving pros (like many of us!) fall into this trap

How to shift from selling specs to selling results

Real-world strategies to connect, build trust, and close the sale
This one’s for the designer, the installer, the salesperson—anyone in our industry who wants to stop spinning their wheels and start closing more deals.

A Big THANK YOU to Today’s Podcast Sponsor:
This episode is sponsored by Exciting Windows!

What’s new with LuAnn Nigara
⁠⁠⁠⁠⁠⁠The Power Talk Friday Tour⁠⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠⁠Watch the Docuseries!⁠⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠⁠http://www.luannnigara.com/cob⁠⁠⁠⁠⁠⁠

Get The Goodies!
For checklists, resources, and extra goodies from A Well-Designed Business sign up for free ⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.
To Get on LuAnn’s Email List, text the word designbiz to 444999!

Purchase LuAnn’s Books Here:
Book 1: ⁠⁠⁠⁠⁠⁠The Making of A Well – Designed Business: Turn Inspiration into Action⁠⁠⁠⁠⁠⁠
Audiobook: ⁠⁠⁠⁠⁠⁠The Making of A Well – Designed Business: Turn Inspiration into Action⁠⁠⁠⁠⁠⁠
Book 2: ⁠⁠⁠⁠⁠⁠A Well-Designed Business – The Power Talk Friday Experts⁠⁠⁠⁠⁠⁠
Pre-Order Book 3: ⁠⁠⁠⁠⁠⁠A Well-Designed Business – The Power Talk Friday Experts Volume 2⁠⁠⁠⁠⁠⁠

Connect with LuAnn Nigara
LuAnn’s ⁠⁠⁠⁠⁠⁠Website⁠⁠⁠⁠⁠⁠
LuAnn’s ⁠⁠⁠⁠⁠⁠Blog⁠⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠⁠Power Talk Friday⁠⁠⁠⁠⁠⁠
Like Us: ⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠ | Tweet Us: ⁠⁠⁠⁠⁠⁠Twitter⁠⁠⁠⁠⁠⁠ | Follow Us: ⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠ | Listen Here: ⁠⁠⁠⁠⁠⁠Podcast⁠⁠⁠⁠⁠⁠

Other Resources:
This podcast supports the ⁠⁠⁠⁠⁠⁠Savvy Giving Design Coalition⁠⁠⁠⁠⁠⁠. Learn more about it ⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠!
⁠⁠⁠⁠⁠⁠AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project⁠⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠⁠AWDB #164: Susan Wintersteen- Savvy Giving by Design⁠⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠⁠Chairman of the Board⁠⁠⁠⁠⁠⁠ with LuAnn Nigara!
⁠⁠⁠⁠⁠⁠Exciting Windows!⁠⁠⁠⁠⁠⁠ Coaching and more!⁠⁠⁠⁠⁠⁠⁠
LuAnn University - ⁠The "Make a Friend" 7-Step Selling System with Jessica Harling⁠
⁠⁠Managing For Profit Upcoming Locations in June⁠⁠ - Seattle and Spokane, Washington & Boise, Idaho - Use code PROFITS at checkout to attend FREE (normally $695)

Other Shows:⁠
WTFP #320: What Would Lu Do?: The 7 Deadly Sins That are Killing Your Sales – Part 1
WTFP #321: What Would Lu Do?: The 7 Deadly Sins That are Killing Your Sales – Part 2: Avoiding the Budget Talk
25 min
June 02, 2025321: What Would Lu Do?: The 7 Deadly Sins That are Killing Your Sales – Part 2: Avoiding the Budget Talk
Today With LuAnn Nigara:
Are you tiptoeing around the money conversation—and wondering why your quotes are landing with crickets?
In Part 2 of our special series, LuAnn breaks down one of the most common (and costly) sales mistakes: Avoiding the budget talk. She explains why staying silent doesn’t create comfort—it creates doubt. And how floating a confident investment range early in the consult builds trust, transparency, and bigger closes.
This episode is packed with real-world examples, mindset reframes, and proven scripts you can use right away. Plus, we revisit Beatriz’s story from our Ghosted series to show exactly what’s at stake when you skip this step.
What You’ll Learn:
Why avoiding budget talk actually increases the risk of losing the sale

How to confidently introduce investment ranges in the consult

What Beatriz’s ghosted quote teaches all of us

The power of the “Eyeball Estimate” in the Exciting Windows! 7-Step Sales Proces

Real scripts to help you open the money conversation with leadership
Ready to lead with clarity instead of fear? This episode will help you shift your mindset, upgrade your consult process, and stop ghosting yourself.

A Big THANK YOU to Today’s Podcast Sponsor:
This episode is sponsored by Exciting Windows!

What’s new with LuAnn Nigara
⁠⁠⁠⁠⁠The Power Talk Friday Tour⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠Watch the Docuseries!⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠http://www.luannnigara.com/cob⁠⁠⁠⁠⁠

Get The Goodies!
For checklists, resources, and extra goodies from A Well-Designed Business sign up for free ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠.
To Get on LuAnn’s Email List, text the word designbiz to 444999!

Purchase LuAnn’s Books Here:
Book 1: ⁠⁠⁠⁠⁠The Making of A Well – Designed Business: Turn Inspiration into Action⁠⁠⁠⁠⁠
Audiobook: ⁠⁠⁠⁠⁠The Making of A Well – Designed Business: Turn Inspiration into Action⁠⁠⁠⁠⁠
Book 2: ⁠⁠⁠⁠⁠A Well-Designed Business – The Power Talk Friday Experts⁠⁠⁠⁠⁠
Pre-Order Book 3: ⁠⁠⁠⁠⁠A Well-Designed Business – The Power Talk Friday Experts Volume 2⁠⁠⁠⁠⁠

Connect with LuAnn Nigara
LuAnn’s ⁠⁠⁠⁠⁠Website⁠⁠⁠⁠⁠
LuAnn’s ⁠⁠⁠⁠⁠Blog⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠Power Talk Friday⁠⁠⁠⁠⁠
Like Us: ⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠ | Tweet Us: ⁠⁠⁠⁠⁠Twitter⁠⁠⁠⁠⁠ | Follow Us: ⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠ | Listen Here: ⁠⁠⁠⁠⁠Podcast⁠⁠⁠⁠⁠

Other Resources:
This podcast supports the ⁠⁠⁠⁠⁠Savvy Giving Design Coalition⁠⁠⁠⁠⁠. Learn more about it ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠!
⁠⁠⁠⁠⁠AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠AWDB #164: Susan Wintersteen- Savvy Giving by Design⁠⁠⁠⁠⁠
⁠⁠⁠⁠⁠Chairman of the Board⁠⁠⁠⁠⁠ with LuAnn Nigara!
⁠⁠⁠⁠⁠Exciting Windows!⁠⁠⁠⁠⁠ Coaching and more!⁠⁠⁠⁠⁠
LuAnn University - The "Make a Friend" 7-Step Selling System with Jessica Harling
⁠Managing For Profit Upcoming Locations in June⁠ - Seattle and Spokane, Washington & Boise, Idaho - Use code PROFITS at checkout to attend FREE (normally $695)
⁠Window Works Lunch and Learn: Nicole Heymer⁠ - Optimize For Everything: How to Get AI to Recommend You

Other Shows:
WTFP #320 What Would Lu Do?: The 7 Deadly Sins That are Killing Your Sales – Part 1
WTFP #305: What Would Lu Do?: Ghosted After the Quote? The Pricing Conversation You’re Avoiding
23 min
May 26, 2025320: What Would Lu Do?: The 7 Deadly Sins That are Killing Your Sales - Part 1
Today With LuAnn Nigara:
You’ve got the product knowledge, the design skills, and the consults on your calendar—but if you’re still leading with product instead of process, you’re leaving money on the table.
In this episode, LuAnn kicks off a powerful new solo series: The 7 Deadly Sales Sins, based on the real-world coaching she does every week with Exciting Windows! pros.
Today’s sin? Leading with the Product.
And to illustrate just how costly this habit can be, she walks you through one common consult—where a client says they want shutters—and shows how the sale can fall apart in three different ways:
The Functional Mismatch

The Silent Agreement

The Budget Breakdown
If you’ve ever walked away from a consult feeling like it went great… only to never hear from the client again—this one is for you.
You’ll leave this episode with clarity, direction, and three specific steps to start closing more consistently—without sounding like a salesperson.
Plus: don’t miss LuAnn’s call to action for her upcoming Managing for Profits workshop with Vin—free registration details inside.

A Big THANK YOU to Today’s Podcast Sponsor:
This episode is sponsored by Exciting Windows!

What’s new with LuAnn Nigara
⁠⁠⁠⁠The Power Talk Friday Tour⁠⁠⁠⁠
⁠⁠⁠⁠Watch the Docuseries!⁠⁠⁠⁠
⁠⁠⁠⁠http://www.luannnigara.com/cob⁠⁠⁠⁠

Get The Goodies!
For checklists, resources, and extra goodies from A Well-Designed Business sign up for free ⁠⁠⁠⁠here⁠⁠⁠⁠.
To Get on LuAnn’s Email List, text the word designbiz to 444999!

Purchase LuAnn’s Books Here:
Book 1: ⁠⁠⁠⁠The Making of A Well – Designed Business: Turn Inspiration into Action⁠⁠⁠⁠
Audiobook: ⁠⁠⁠⁠The Making of A Well – Designed Business: Turn Inspiration into Action⁠⁠⁠⁠
Book 2: ⁠⁠⁠⁠A Well-Designed Business – The Power Talk Friday Experts⁠⁠⁠⁠
Pre-Order Book 3: ⁠⁠⁠⁠A Well-Designed Business – The Power Talk Friday Experts Volume 2⁠⁠⁠⁠

Connect with LuAnn Nigara
LuAnn’s ⁠⁠⁠⁠Website⁠⁠⁠⁠
LuAnn’s ⁠⁠⁠⁠Blog⁠⁠⁠⁠
⁠⁠⁠⁠Power Talk Friday⁠⁠⁠⁠
Like Us: ⁠⁠⁠⁠Facebook⁠⁠⁠⁠ | Tweet Us: ⁠⁠⁠⁠Twitter⁠⁠⁠⁠ | Follow Us: ⁠⁠⁠⁠Instagram⁠⁠⁠⁠ | Listen Here: ⁠⁠⁠⁠Podcast⁠⁠⁠⁠

Other Resources:
This podcast supports the ⁠⁠⁠⁠Savvy Giving Design Coalition⁠⁠⁠⁠. Learn more about it ⁠⁠⁠⁠here⁠⁠⁠⁠!
⁠⁠⁠⁠AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project⁠⁠⁠⁠
⁠⁠⁠⁠AWDB #164: Susan Wintersteen- Savvy Giving by Design⁠⁠⁠⁠
⁠⁠⁠⁠Chairman of the Board⁠⁠⁠⁠ with LuAnn Nigara!
⁠⁠⁠⁠Exciting Windows!⁠⁠⁠⁠ Coaching and more!⁠⁠⁠
⁠Apply for the WCAA Jill Robson Memorial Scholarship⁠⁠ – Deadline: June 1st
⁠⁠LuAnn University⁠⁠ coming back soon!
Managing For Profit Upcoming Locations in June - Seattle and Spokane, Washington & Boise, Idaho - Use code PROFITS at checkout to attend FREE (normally $695)
Window Works Lunch and Learn: Nicole Heymer - Optimize For Everything: How to Get AI to Recommend You

Other Shows:
#274: What Would Lu Do?: 6 Steps to Shift From Commodity Selling to Value Selling and Why You Need To
#314: What Would Lu Do?: How to Attract High-End Window Treatment Clients by Speaking to Their Priorities—Not Their Wallets
22 min
May 19, 2025 319: What Would Lu Do?: How to Sell Like a Pro: The Sales Questions That Turn Maybes Into Yeses
Today With LuAnn Nigara:
Welcome to Window Treatments for Profit! Today, we dive into the fundamental truth that questions are the answers in sales, inspired by sales master Tom Hopkins. Learn how to transform your sales approach by asking strategic questions that create connections, clarity, and commitment with your clients. We’ll emphasize the importance of continuous learning and offer practical tips for improving your sales process. Whether you’re new to the industry or a seasoned pro, this episode will inspire you to take action and elevate your selling game. Tune in and discover how to turn every conversation into an opportunity for success!

A Big THANK YOU to Today’s Podcast Sponsor:
This episode is sponsored by Exciting Windows!

What’s new with LuAnn Nigara
⁠⁠⁠The Power Talk Friday Tour⁠⁠⁠
⁠⁠⁠Watch the Docuseries!⁠⁠⁠
⁠⁠⁠http://www.luannnigara.com/cob⁠⁠⁠

Get The Goodies!
For checklists, resources, and extra goodies from A Well-Designed Business sign up for free ⁠⁠⁠here⁠⁠⁠.
To Get on LuAnn’s Email List, text the word designbiz to 444999!

Purchase LuAnn’s Books Here:
Book 1: ⁠⁠⁠The Making of A Well – Designed Business: Turn Inspiration into Action⁠⁠⁠
Audiobook: ⁠⁠⁠The Making of A Well – Designed Business: Turn Inspiration into Action⁠⁠⁠
Book 2: ⁠⁠⁠A Well-Designed Business – The Power Talk Friday Experts⁠⁠⁠
Pre-Order Book 3: ⁠⁠⁠A Well-Designed Business – The Power Talk Friday Experts Volume 2⁠⁠⁠

Connect with LuAnn Nigara
LuAnn’s ⁠⁠⁠Website⁠⁠⁠
LuAnn’s ⁠⁠⁠Blog⁠⁠⁠
⁠⁠⁠Power Talk Friday⁠⁠⁠
Like Us: ⁠⁠⁠Facebook⁠⁠⁠ | Tweet Us: ⁠⁠⁠Twitter⁠⁠⁠ | Follow Us: ⁠⁠⁠Instagram⁠⁠⁠ | Listen Here: ⁠⁠⁠Podcast⁠⁠⁠

Other Resources:
This podcast supports the ⁠⁠⁠Savvy Giving Design Coalition⁠⁠⁠. Learn more about it ⁠⁠⁠here⁠⁠⁠!
⁠⁠⁠AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project⁠⁠⁠
⁠⁠⁠AWDB #164: Susan Wintersteen- Savvy Giving by Design⁠⁠⁠
⁠⁠⁠Chairman of the Board⁠⁠⁠ with LuAnn Nigara!
⁠⁠⁠Exciting Windows!⁠⁠⁠ Coaching and more!⁠
Apply for the WCAA Jill Robson Memorial Scholarship⁠ – Deadline: June 1st
⁠LuAnn University⁠ coming back soon!
EW! Managing For Profit - Register Now!

Other Shows:
WTFP #305: What Would Lu Do?: Ghosted After the Quote? The Pricing Conversation You’re Avoiding
27 min
May 05, 2025318: What Would Lu Do?: Exactly What to Ask on a Discovery Call: Sales Questions That Actually Work
Today With LuAnn Nigara:
If you’ve ever fumbled your way through a discovery call or wondered why some leads ghost you after that first conversation—this episode is for you.
LuAnn breaks down five strategic questions every window treatment pro should be asking on a discovery call—plus the real reason behind each one. Inspired by the sales genius of Phil M. Jones and enriched by a powerful real-life story from Matt Cobb inside the Exciting Windows! mastermind, this episode is all about selling smarter, not harder.
You'll also get a sneak peek at the Make a Friend 7-Step Selling Process from Lu University—and why asking the right question is more important than having the right script.
Don’t miss this one—it’s full of actionable gems to help you sell with confidence, connection, and clarity.
What You’ll Learn:
5 powerful questions that move the sales conversation forward

How to uncover urgency, trust issues, and decision dynamics

The subtle art of asking what you really want to know

Why selling is about understanding, not assuming

How our Make a Friend method flips the script on traditional sales

A Big THANK YOU to Today’s Podcast Sponsor:
This episode is sponsored by Exciting Windows!

What’s new with LuAnn Nigara
⁠⁠The Power Talk Friday Tour⁠⁠
⁠⁠Watch the Docuseries!⁠⁠
⁠⁠http://www.luannnigara.com/cob⁠⁠

Get The Goodies!
For checklists, resources, and extra goodies from A Well-Designed Business sign up for free ⁠⁠here⁠⁠.
To Get on LuAnn’s Email List, text the word designbiz to 444999!

Purchase LuAnn’s Books Here:
Book 1: ⁠⁠The Making of A Well – Designed Business: Turn Inspiration into Action⁠⁠
Audiobook: ⁠⁠The Making of A Well – Designed Business: Turn Inspiration into Action⁠⁠
Book 2: ⁠⁠A Well-Designed Business – The Power Talk Friday Experts⁠⁠
Pre-Order Book 3: ⁠⁠A Well-Designed Business – The Power Talk Friday Experts Volume 2⁠⁠

Connect with LuAnn Nigara
LuAnn’s ⁠⁠Website⁠⁠
LuAnn’s ⁠⁠Blog⁠⁠
⁠⁠Power Talk Friday⁠⁠
Like Us: ⁠⁠Facebook⁠⁠ | Tweet Us: ⁠⁠Twitter⁠⁠ | Follow Us: ⁠⁠Instagram⁠⁠ | Listen Here: ⁠⁠Podcast⁠⁠

Other Resources:
This podcast supports the ⁠⁠Savvy Giving Design Coalition⁠⁠. Learn more about it ⁠⁠here⁠⁠!
⁠⁠AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project⁠⁠
⁠⁠AWDB #164: Susan Wintersteen- Savvy Giving by Design⁠⁠
⁠⁠Chairman of the Board⁠⁠ with LuAnn Nigara!
⁠⁠Exciting Windows!⁠⁠ Coaching and more!
Apply for the WCAA Jill Robson Memorial Scholarship – Deadline: June 1st
LuAnn University coming back soon!
Other Shows:
WTFP #137: Richard Bernath: Networking for a More Profitable Window Treatment Business
28 min
April 28, 2025 317: What Would Lu Do?: Business Bravery: How to Take Action Despite Fear and Overwhelm
Today With LuAnn Nigara:
Every entrepreneur faces moments where fear and overwhelm stop you in your tracks. In this powerful episode, LuAnn Nigara dismantles the myth of fearlessness and introduces her proven "Business Bravery" approach developed over 40+ years of entrepreneurship. You'll learn practical strategies to take action despite uncertainty, including the morning intention that transformed LuAnn's business mindset and concrete steps to move beyond paralyzing self-doubt. Featuring real-world examples of business owners who pushed through fear and succeeded anyway, this episode delivers straight-talking advice and an actionable toolkit to break through overwhelm and make progress today. Stop waiting to feel ready – listen now and discover how to cultivate courage when facing business challenges.

A Big THANK YOU to Today’s Podcast Sponsor:
This episode is sponsored by Exciting Windows!

What’s new with LuAnn Nigara
⁠The Power Talk Friday Tour⁠
⁠Watch the Docuseries!⁠
⁠http://www.luannnigara.com/cob⁠

Get The Goodies!
For checklists, resources, and extra goodies from A Well-Designed Business sign up for free ⁠here⁠.
To Get on LuAnn’s Email List, text the word designbiz to 444999!

Purchase LuAnn’s Books Here:
Book 1: ⁠The Making of A Well – Designed Business: Turn Inspiration into Action⁠
Audiobook: ⁠The Making of A Well – Designed Business: Turn Inspiration into Action⁠
Book 2: ⁠A Well-Designed Business – The Power Talk Friday Experts⁠
Pre-Order Book 3: ⁠A Well-Designed Business – The Power Talk Friday Experts Volume 2⁠

Connect with LuAnn Nigara
LuAnn’s ⁠Website⁠
LuAnn’s ⁠Blog⁠
⁠Power Talk Friday⁠
Like Us: ⁠Facebook⁠ | Tweet Us: ⁠Twitter⁠ | Follow Us: ⁠Instagram⁠ | Listen Here: ⁠Podcast⁠

Other Resources:
This podcast supports the ⁠Savvy Giving Design Coalition⁠. Learn more about it ⁠here⁠!
⁠AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project⁠
⁠AWDB #164: Susan Wintersteen- Savvy Giving by Design⁠
⁠Chairman of the Board⁠ with LuAnn Nigara!
⁠Exciting Windows!⁠ Coaching and more!

Other Shows:
WTFP #309: Overheard: Inside a Window Treatment Mastermind: How 5 Experts Built a Powerhouse Support System
WTFP #34: Nikki Greenwood: From Corporate to the Window Treatment Business
21 min
April 21, 2025316: What Would Lu Do?: How to Qualify Leads Without Disqualifying Your Future Revenue
Today With LuAnn Nigara:
Hey friends—today we’re getting real about a critical part of running a profitable business: qualifying leads. Because let’s be honest—most of us are either letting go of clients who could have been ideal, or we’re wasting precious time on ones that were never a good fit to begin with.
In this episode, I’m sharing three real-world stories from my own business journey that reveal the hidden opportunities in client interactions you might be misjudging. These aren’t hypotheticals—they’re lessons hard-earned from decades of experience, and I want you to learn from them, not repeat them.
You’ll learn how to:
Spot a sleeper opportunity disguised as a “tire-kicker.”
Avoid the time-suck of clients who’ll never convert.
Reframe your qualifying mindset to one that protects revenue and positions your business for sustainable growth.
This isn’t about saying “no” faster—it’s about saying “yes” smarter. So let’s sharpen your lead-qualifying skills—because your future revenue depends on it.

LuAnn Nigara’s Ah-Ha Moments:
“Qualifying is not about shutting the door. It’s about asking the right questions so we can make an educated guess on whether we should open the door or not.” - LuAnn
“I’m not going to sell you knock-off products here to save a few bucks, and now what? The home you come to for peace and recreation has broken blinds that need servicing every time you show up here?” - LuAnn
“Don’t you ever qualify a person, in or out, based on how they look when they walk into your store. Treat every person like your next VIP client—because they just might be.” - LuAnn

A Big THANK YOU to Today’s Podcast Sponsor:
This episode is sponsored by Exciting Windows!

What’s new with LuAnn Nigara
The Power Talk Friday Tour
Watch the Docuseries!
http://www.luannnigara.com/cob

Get The Goodies!
For checklists, resources, and extra goodies from A Well-Designed Business sign up for free here.
To Get on LuAnn’s Email List, text the word designbiz to 444999!

Purchase LuAnn’s Books Here:
Book 1: The Making of A Well – Designed Business: Turn Inspiration into Action
Audiobook: The Making of A Well – Designed Business: Turn Inspiration into Action
Book 2: A Well-Designed Business – The Power Talk Friday Experts
Pre-Order Book 3: A Well-Designed Business – The Power Talk Friday Experts Volume 2

Connect with LuAnn Nigara
LuAnn’s Website
LuAnn’s Blog
Power Talk Friday
Like Us: Facebook | Tweet Us: Twitter | Follow Us: Instagram | Listen Here: Podcast

Other Resources:
This podcast supports the Savvy Giving Design Coalition. Learn more about it here!
AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project
AWDB #164: Susan Wintersteen- Savvy Giving by Design
Chairman of the Board with LuAnn Nigara!
Exciting Windows! Coaching and more!
41 min
April 14, 2025315: Leslie Excell: From Workroom to Vision Magazine: How to Build a Window Treatment Business Interior Designers Can Rely On
Today With Leslie Excell:
In this episode of A Well-Designed Business, LuAnn is joined by interior designer and entrepreneur Leslie Excell, founder of Excell Design + Co, for an honest, grounded, and inspiring conversation about building a business rooted in clarity, boundaries, and heart.
Leslie shares the pivotal moments that helped her reshape her business—from learning to say “no” without guilt, to letting go of the comparison trap, to honoring her own definition of success. She opens up about the mindset shifts that allowed her to stop chasing every opportunity and start creating a business that supports her life, not just her bottom line.
Whether you’re in a season of burnout, transition, or simply feeling called to realign with your core values, Leslie’s story will remind you that you are allowed to evolve—and that the most powerful business decisions often come from the quiet confidence of knowing yourself.
What You’ll Learn:
How to release clients, projects, and mindsets that don’t serve you
Why your version of success doesn’t have to match anyone else’s
The power of clarity and alignment in your pricing, process, and vision
How to shift from reacting to leading—on your own terms

More About Leslie Excell
Leslie Excell, President of Excell In Design Group, embodies the perfect balance of passion, creativity, and an open heart. With a natural gift for adapting to new ideas and embracing fresh perspectives, Leslie leads her talented team to inspire and elevate the world-class designers they serve, creating a space where artistry and collaboration flow seamlessly.
"Imagine a project where the designer and artisan are in total alignment” ✨
This guiding philosophy is at the core of everything they do. As a full-service drapery workroom to the trade, Excell In Design Group offers expert consultations, exquisite craftsmanship, and professional installation, all grounded in years of deep industry knowledge and a commitment to excellence.

Connect with Leslie Excell
Website
Facebook
Instagram

A Big THANK YOU to Today’s Podcast Sponsor:
This episode is sponsored by Exciting Windows!
What’s new with LuAnn Nigara
The Power Talk Friday Tour
Watch the Docuseries!
http://www.luannnigara.com/cob
Get The Goodies!
For checklists, resources, and extra goodies from A Well-Designed Business sign up for free here.
To Get on LuAnn’s Email List, text the word designbiz to 444999!
Purchase LuAnn’s Books Here:
Book 1: The Making of A Well – Designed Business: Turn Inspiration into Action
Audiobook: The Making of A Well – Designed Business: Turn Inspiration into Action
Book 2: A Well-Designed Business – The Power Talk Friday Experts
Pre-Order Book 3: A Well-Designed Business – The Power Talk Friday Experts Volume 2
Connect with LuAnn Nigara
LuAnn’s Website
LuAnn’s Blog
Power Talk Friday
Like Us: Facebook | Tweet Us: Twitter | Follow Us: Instagram | Listen Here: Podcast
Other Resources:
This podcast supports the Savvy Giving Design Coalition. Learn more about it here!
AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project
AWDB #164: Susan Wintersteen- Savvy Giving by Design

Other Shows:
WTFP #309: Overheard: Inside a Window Treatment Mastermind: How 5 Experts Built a Powerhouse Support System
WTFP #286: Julie Murphy: From Home Sewing to Million-Dollar Workroom
WTFP #34: Nikki Greenwood: from Corporate to the Window Treatment Business
WTFP #122: Jill Ballew: Her System for Chasing Post Installation Issues
WTFP#276: Vita Vygovska: The Pain Points and “Watch Outs” When Working With an Interior Designer
WTFP #268: Vita Vygovska: Empower Your Window Treatment Sales Force
WTFP #262: Vita Vygovska: Understanding the Challenges of Working with New Designers in the Window Treatments Industry
WTFP #261: Vita Vygovska: Production Workroom Vs Concierge Workroom
WTFP #257: Vita Vygovska: Working With Designers: Process vs Service
Vita's Tips in Ten - Entire Podcast Collection!
1 hr 10 min

About Window Treatments for Profit with LuAnn Nigara

From the publisher's feed

This podcast is specifically designed for window treatment professionals. If you are interested in doing what you do better, whether you are a retailer, installer, workroom, sales rep or from our industry partner community, you have found your people. We are going to talk about sales, marketing, hiring, efficiency, productivity and of course, profitability.