Category Archives: The Selling Process

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

Posted in Empowering Concepts, Retailers, Selling Concepts | Tagged , , , | Leave a comment

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 , , , , , , , , , | Leave a comment

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

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

Simplify the Qualifying Process for Mattress Shoppers?

Blink Part 2 In a previous blog: Mattress Shoppers Decide in a Blink of an Eye I asked the question: Can we as an industry boil down the information we can obtain from our customers to a few indicators that will … Continue reading

Posted in Qualifying, The Selling Process | Tagged , , , , , | Leave a comment

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

Posted in Consumers / Mattress Shoppers, Empowering Concepts, Selling Concepts, Uncategorized | Tagged , , , , , | Leave a comment

“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 | Leave a comment

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

Emboldened Mattress Shoppers

Things are changing. There is a growing trend turning empowered consumers into emboldened shoppers, especially when it comes to our industry, retail mattress sales. The word empowered means “endowed with authority” and it is considered somewhat of a passive state … Continue reading

Posted in Empowering Concepts, The Selling Process | Leave a comment

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

Posted in Empowering Concepts, Priciples of Success, Selling Concepts | Leave a comment