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Category Archives: Selling Concepts
Create a Compelling Culture: A Seven Step Plan for Furniture Retailers
This article appeared in The Western Retailer published by the Western Home Furnishings Association a few years ago. I hope you still find it to be relevant. The publication has now become: Retailer NOW and I still write for them. … Continue reading
Hit and Run Mattress Sales
Hit & Run vs. Relational Selling There really are two basic types of selling even though there are countless categories of goods and services. While referred to by various names, I call them hit and run, vs. relational selling. What separates … Continue reading
Posted in Consumers / Mattress Shoppers, Empowering Concepts, Priciples of Success, Retailers, Selling Concepts, The Selling Process
Tagged beds, mattress sales training, mattress selling techniques, mattresses, retail mattress sales, retail sales training, sales training, selling beds, selling techniques for bedding, selling tips
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The ABC’s of Mattress Sales
I’ve always liked this format, taking the alphabet and creating ideas for each letter. This originally appeared in Sleep Savvy under the title: “Alphabet Soup.” Accessories Don’t just think of protectors, pillows, sheets, etc as add on sales, use them … Continue reading
Mattress Shoppers Decide in a Blink of an Eye
Posted on February 26, 2013by sellmorebeds In the Blink of An Eye “I would rather trust a woman’s instinct than a man’s reason.” – Stanley Baldwin In his #1 best seller, Blink, The Power of Thinking Without Thinking, author Malcolm Gladwell, reveals that our subconscious is even … Continue reading
“No Virginia, There is No Perfect Mattress.”
In 1897, Dr. Philip O’Hanlon, a coroner’s assistant on Manhattan’s Upper West Side, was asked by his then eight-year-old daughter, Virginia (1889–1971), whether Santa Claus really existed. Hence the now famous reply, “Yes Virginia, there is a Santa Claus! I’m … Continue reading
Posted in Industry Topics, Selling Concepts, The Selling Process
Tagged retail mattress sales
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Increase Mattress Sales? 7 Paradoxical Principles
Sometime back, I ran across an article The 7 Paradoxical Sales Principles by Jill Konrath and thought it may get your attention, get you to think, consider and hopefully give you some insight that may help your mattress selling skills. Here … Continue reading
Posted in Sales Training, Selling Concepts, The Selling Process
Tagged selling techniques for bedding
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Quit Selling Mattresses
That’s right, I said it. Quit selling them. That is, if you want to increase your mattress sales. No, I haven’t lost my mind. I’ll explain. From a mattress retailer’s perspective, doesn’t the focus have to be on making the … Continue reading
Don’t Leave Yourself Stranded
One of my favorite things about doing sales training seminars is “trying” to answer questions from attendees. I never claim to be the big know it all and don’t mind admitting it. Once coincidentally, I had two people that sold … Continue reading
Posted in Selling Concepts, The Selling Process
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Adapting to Change
One thing is for certain. Nothing is for certain, especially if you sell mattresses. Change can come in many forms as I will discuss below. With every change, there is an adjustment period. The bigger the change it, the longer … Continue reading
Posted in Selling Concepts
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How Do You Spend Your Time?
It’s just the nature of retail. Like it or not, working retail means that there are inevitable periods of time between ups or when there are just no customers to wait on. Home furnishing stores tend to have more steady traffic … Continue reading
Posted in Selling Concepts
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