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, […]
Understanding sleep difficulties
BY DR. REBECCA ROBBINS While sleep disorders should be treated by a medical professional, this cheat sheet of common sleep problems can help you help your customers Retail sales associates know all too well that sleep complaints or difficulties often are what bring customers into a store for a new mattress. But what about those […]
Delivering service in 7 steps
BY JEFF GIAGNOCAVO Delivery teams from brick-and-mortar stores can wow customers in ways a boxed bed left on the porch never will Given the buzz and excitement in the mattress world being created by direct-to-consumer online mattress retailers, I have a timely message about delivery to share. Thankfully for traditional retailers, when it comes to […]
New Quiz to Help Your Retail Sales Associates Thrive
Are you an RSA superstar? Take—and use—this, quick, five-question quiz as a roadmap to improve your techniques to win customers and grow sales: BY KEVIN CUNDIFF It’s one thing to know the ins and outs of your product offerings, but do you really have what it takes to maneuver sensitive customer situations? Find out if […]
Why Pillows Are the Solution to Higher Sales
Are you looking for ways to increase your conversation rate? Up your focus on pillows before customers rest-test a single mattress. By Gordon Hecht People in the mattress industry, whether in a full-line furniture store or a bedding specialist, have a unique view of their incoming shopping traffic. Full-line stores often are satisfied with converting […]
Does Your Store Have a Unique Value Proposition?
Stand apart and be noticed. When you establish a value proposition to distinguish your store from the competition, it gives consumers a reason to buy from you. Here’s how to create yours BY CARLOS ARNAVAT 4 Value proposition—isn’t that a slogan or positioning statement? Why do I need one? And how will it increase my bottom […]
Where did accountability go?
Believe it or not, employees want to be held responsible for their performance. Here are four keys to turn this watchword into a successful practice BY DOUG STEWART “I WILL HOLD YOU ACCOUNTABLE.” In every cubicle and on every sales floor, the word “accountability” strikes fear in the hearts of employees, but shouldn’t accountability be a […]
Why you should create customer profiles
Customer confidential: Creating buyer personas can help you draw specific shoppers to your store BY CARLOS ARNAVAT 4 Truly knowing and understanding the customers you want to serve play a major role in the success of any mattress retailer, whether you’re a furniture or department store, specialty sleep shop or online seller. Creating buyer personas—fictional representations […]
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 […]