Consumers may be intimidated by the limitless choices hardwood flooring offers them today. However, choosing the right kind and style of wood is not hard if a retailer is familiar with the product and its applications.

Wood flooring is applicable for every room in the home and there are more choices, styles, colors and finishes than ever before. One of the major skills for a salesperson selling wood is being able to identify which products are suitable for certain applications.

This requires maintaining a working knowledge of, among other things, the type of subfloor it can go on and whether the housing is on, below or above grade. They need to obtain this information from the consumer in order to recommend the right product to fit her needs.

Indeed, consumers shopping for wood flooring have different needs, decorating tastes and budgets. By asking the right questions, a salesperson can qualify the customer and recommend a wood floor and finish that will best suit her requirements.

What do customers look for when selecting a type of wood? Selecting the type of wood is usually a matter of personal preference. The inherent color and grain of the tree is going to show through any finish applied. However, some woods are harder than others. The harder types of wood usually look better in heavy traffic areas.

Which type of finish is right for the consumer? Retailers should consult consumers when deciding which one should be used. Surface finishes such as waterborne polyurethane, oil-modified polyurethane, moisture-cured urethane and acid-curing finish each offer distinct differences and advantages. For example, all urethane finishes are durable, water resistant and require minimal maintenance.

Would a light or dark finish be more suitable? A floor with a lighter finish makes a room appear larger. But take care in recommending a white or bleached floor because it tends to show dirt, scratches and scuffs more easily. Also, traditional urethane finishes or bleached floors may amber unless otherwise specified by the manufacturer.

Would a linear or patterned floor be more appropriate? While a linear floor opens an area and makes a room seem larger, a patterned or parquet floor enhances the design element of an interior. Use care when specifying large patterns or parquets in small areas.