Category Archives: Priciples of Success

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

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LET’S GET REAL: Increase Mattress Sales with Scenario Based Learning

Dealing with Reality It is a harsh reality. When it comes to retail mattress sales, most often sales associates have one chance to make the sale. That’s a lot of pressure but as the saying goes, it is what it … Continue reading

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Nothing Happens Until Something is Sold? NOT!

The saying: “Nothing happens until something is sold “ is cliche because, well…it’s true?  Actually, it’s not. While this  truism does point out the vital role of sales, it’s not an accurate depiction of retail. Actually, lots happens before something is … Continue reading

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Retail Mattress Pricing and Discounts

A Matter of Policy When retailers seek my advice on how to get their pricing and discounts under control.  Here is an example what I suggest in general terms. It’s wise to address pricing and discounts as a matter of … Continue reading

Posted in Industry Topics, Priciples of Success, Retailers | Tagged | 1 Comment

Tilting Our Trampolines

Las Vegas -Attending Home Furnishings Market Well, you would never know we are in a “recession” by the number of people on the strip.  To me, Las Vegas or, Lost Wages, as it is known by more than a few, … Continue reading

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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

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My Mom Taught Me How to Sell Mattresses

Thanks Mom That’s right, I learned the key to selling from my Mom. But actually she wasn’t really teaching me how to sell mattresses or any other product, she was teaching what she called the keys to living a good … Continue reading

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What Mattress Do You Sleep On?

Often as I travel around doing sales training seminars and workshops, I find it funny that people have a curiosity about what mattress I sleep on.  I actually show this picture in my presentation, saying that I had one custom … Continue reading

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