By understanding the vital role restorative rest plays in health, sales associates can help customers make the best choice for their specific needs We are in the sleep business, let’s be clear about it. In our arsenal we have a variety of tools assembled to solve sleep problems. Some of our tools are mattresses, pillows, […]
Get a hobby and up your sales game
Free-time activities can help you build professional skills—and you’ll have fun doing it Many of us think we don’t have time for a hobby, not with work and commutes, kids and family responsibilities. But what if we told you that regularly making time for a little fun could improve your skills at work? An article […]
Upselling mattresses
BY STEVEN KING If you want to sell better bedding, differentiate yourself In 2007, I published a book, Money in the Mattress: The Sales Associates’ Guide to Premium Mattress Sales. It still sells well on Amazon.com. During the time I spent researching and writing the book, I visited many mattress retailers and spoke with a […]
Losing a sale: What to say when a customer walks away
BY STEVEN KING “Thank you for your time. This is the first place I stopped, and I want to shop some more and compare…” You just spent the better part of the morning with a customer who is about to walk and leave you empty-handed. This came up when I recently visited a newly launched, […]