Category Archives: Sales Training

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

Posted in Empowering Concepts, Priciples of Success, Retailers, Sales Training, The Selling Process | Tagged , , , , , | Leave a comment

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

Posted in Empowering Concepts, Priciples of Success, Sales Training | Tagged , , , , , , , , , | 2 Comments

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

Posted in Empowering Concepts, Overcoming Objections, Sales Training, Selling Concepts, The Selling Process | 2 Comments

How to Sell More Mattress Protectors

(Note: This is an edited and updated article I wrote for Sleep Savvy a couple of years ago. Thought you may like it.) Wanna Know How to Sell Mattress Protectors and Pillows?  Follow my wife Mary Jane’s example. Funny thing … Continue reading

Posted in Sales Training, Uncategorized | 12 Comments

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 | 4 Comments

Train the Trainer

A number of years ago, I conducted a training workshop for a chain of stores in the Phoenix area. As usual, I came in the day before so as to observe the interaction between sales associates and shoppers and to … Continue reading

Posted in Sales Training | 2 Comments

18 Ways To Increase Mattress Sales Between Ups

How do you spend your time when you are not with customers? It’s just the nature of retail, the inevitable periods of time between ups or when there are just no customers to wait on.  Home furnishing stores tend to … Continue reading

Posted in Sales Training | Leave a comment

Selling Mattresses: An Honorable and Complex Profession?

I Say Yes! And I’m not alone. I agree with author James, E Dion as I discovered by reading his book, Retail Selling Ain’t Brain Surgery, It’s Twice as Hard!             I suggest you read … Continue reading

Posted in Sales Training | Leave a comment