Tips & Selling Strategies

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4 in 5 People in Relationships Are Losing Sleep

A third of Americans look forward to nights their partner isn’t home — because they get the bed to themselves, according to new research....




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Finishing Touches

Mattress protectors and sheets can boost sales while helping customers sleep more soundly. Follow...

Getting Smart About Smartbeds

Adjustable, sensor-laden mattresses and bases can help improve the sleep and health of consumers. Smartphones....

Merchandising makeover

BY JULIE A. PALM Looking for ways to freshen up your store? Consider these 30...

Motivating Shoppers to Buy

BY GERRY MORRIS An interview with a Texas retailer reveals winning ways to overcome customer objections, close the deal and follow up “When we do things...

Finishing Touches

Mattress protectors and sheets can boost sales while helping customers sleep more soundly. Follow these suggestions to accentuate your lines. Just as a complete outfit...

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...

The Future of Retail

BY JULIE A. PALM Sleep Savvy identifies trends shaping mattress retailing and offers strategies for staying ahead of dramatic changes on the horizon What will your...

Summer school for retailers

BY JULIE A. PALM Here’s a reading list for the beach, lake or wherever your vacation takes you As you pack for your summer vacation, be...

Four steps to selling a mattress

BY GERRY MORRIS It starts with building rapport and (gasp!) includes asking early about a shopper’s budget This is the second in a series of my...

No signature required

Because of more secure financial technologies, credit card companies no longer require consumers to sign on the dotted line Good news, retailers: Credit card signatures...

Merchandising makeover

BY JULIE A. PALM Looking for ways to freshen up your store? Consider these 30 creative ideas to refresh your sales floor I recently had to...

No complaints about this customer service

What a recent experience can teach retailers about keeping consumers happy “I’m happy to help. In fact, I get paid to help you! Seriously, that's...

‘A Mini Field Guide to the Mattress Shopper’

The BSC and Sleep Savvy team up to create a fun, interactive infographic to give retailers insight into their customers and help generate more...

Um, we need to, like, talk

BY JULIE A. PALM Annoying verbal tics can distract shoppers from your outstanding sales presentation So, today, we’d like to, um, discuss how you can, like,...

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...

Desperately seeking customer reviews

Experts in soliciting consumer testimonials say a key to earning praise is to ask early These days, mattress retailers crave rave online customer reviews and...

Hacked! How vulnerable is your store to cyberattacks?

BY JULIE A. PALM Sleep Savvy examines the risks retailers face and ways you can protect your business from online criminals Target. Ebay. Neiman Marcus. Home...

When a coach becomes a player

BY GERRY MORRIS An experienced sales trainer takes to the store floor and remembers selling mattresses is harder than it looks  It’s far easier to tell...

How to make rest-tests better for customers

BY JULIE A. PALM It’s your job to help shoppers get the most out of trying mattress models in your store. It’s a service they...

Join the AV club

Retailers who want to capture consumers’ attention should jump on the video bandwagon. Follow this A-to-V guide to use this medium on social media,...

Keep these 5 insights in mind when creating your plan for healthy retail sales in 2018

You’ve heard it before—e-commerce is disrupting traditional brick-and-mortar retailing in a big way, ushering in tremendous change. From Bloomberg Businessweek to The Wall Street Journal,...

Don’t wait for your customers

BY GERRY MORRIS Reach out to consumers with positive messages about sleep and bedding on social media and in face-to-face interactions. The good news is that...