“Better Sales Sessions” With Kingsdown introduces The TV Trick That Sells.
In Episode 3 of “Better Sales Sessions With Kingsdown,” Craig Wilson shares a tried-and-true sales technique that adds a little fun—and a lot of effectiveness—to your pitch for adjustable bases. Learn the “TV Trick,” a memorable method passed down from veteran Al van der Linden, that helps customers visualize comfort right in their own bedrooms. Kathryn Greene joins in to break it all down. Don’t miss this smart, simple way to close more sales with confidence. Ready to level up your sales floor game? Watch now.
Transcript
Kathryn Greene
Okay, so you have another technique to sell adjustable bases. What is it?
Craig Wilson
This is an oldie but goodie, taught to me by an oldie but goodie, Al van der Linden. It goes something like this. If you’ve got the customer down on the adjustable base, their head’s raised, their foot’s raised, they’re comfortable in the adjustable base, do something like this.
Say, now I’m your TV. Now I usually reach out my arms like this and I say, am I a small TV, a big TV? And then I find out where am I in the room. Am I here? Am I here? Am I higher? Am I lower? Once I say, yeah, right about there, I go, great. Now adjust the adjustable base so you can see me perfectly. So what did I just do?
Kathryn Greene
You got the customer to picture themselves on the mattress in their house.
Craig Wilson
Exactly.
Kathryn Greene
Well, I think you make a great TV, so thanks for sharing.
Watch more selling tips and strategies at SleepSavvyMagazine.com.
