Ask Pete – Mattress Measurements

Ask Pete – Mattress Measurements

Question: I am new to the industry. A customer asked me what size a queen size mattress is and I told her 60”X80”. When she got it home it measured a little less than 59” wide and it was less than 79” long. She was upset with me and accused me of selling her a defective mattress. [...]

Selling Furniture & Mattresses – Guerilla Retail Selling Tactics Roundtable

Selling Furniture & Mattresses – Guerilla Retail Selling Tactics Roundtable

This is not a selling 101 issue. It is advanced Guerilla Retail Selling. You know I don’t believe in be-backs but there are times when despite your best efforts you cannot close the deal. The best salesperson I knew in retail would lay what I call land mines for the next salesperson. The sale would [...]

Ask Pete – Loyal Salespeople

Ask Pete – Loyal Salespeople

Question: I own a furniture store and I am frustrated by the turnover I am experiencing. By the time I train a salesperson and they start producing, they quit. What can I do to reduce or eliminate this turnover? Frustrated in Ohio, Scott Answer: Ask yourself two questions and you are not going to like either of [...]

Retail Furniture & Mattresses – How to Protect Your Store From Bed Bug Lawsuits!

Retail Furniture & Mattresses – How to Protect Your Store From Bed Bug Lawsuits!

Disclaimer: I am not an attorney nor do I play one on TV! As published in Furniture Today there was a recent lawsuit where a consumer prevailed against a store. Click here for the story http://www.furnituretoday.com/article/549249-Furniture_store_hit_with_225_000_bed_bug_verdict.php. To be fair the store did not put forth a vigorous defense as it appears they were in the [...]

Selling Furniture & Mattresses – Sell Like There is No Tomorrow!

Selling Furniture & Mattresses – Sell Like There is No Tomorrow!

Just a few weeks ago I saw something that made me scratch my head in amazement.  Carla closed almost every customer she worked with. I knew that she hated selling furniture. Why was she selling so well? What was her secret? I was hoping she was going to tell me it was the training that [...]

Selling Furniture & Mattresses – 5 Tips to Close More Sales on a Fast Floor

Selling Furniture & Mattresses – 5 Tips to Close More Sales on a Fast Floor

It was 1982 and I had worked all day at Mr. Mattress without seeing a single customer. Sure enough, as I was locking up at 8pm a couple appeared at the door. I was tired and I told them I would let them in only if they were going to buy. I was half kidding but [...]

Selling Furniture & Mattresses – Want to Make 2012 Your Best Year Ever?

Selling Furniture & Mattresses – Want to Make 2012 Your Best Year Ever?

Here are a few tips from some of the top retail salespeople- including a few professional speakers.  Some of these ideas are very basic and some may even surprise you! Start with the End- How much do you want to ship next year? How much income will that generate? What will you do with the money? If [...]

Ask Pete – Talalay Latex

Ask Pete – Talalay Latex

Question: I recently got into it with another salesman about talalay latex. He presents it to his customers as a type of latex. I present it to my customers as a process used to produce latex. Who is right? I have a bet on this! ~ Steve Answer: You won the bet! The talalay process involves freezing [...]

Selling Furniture & Mattresses – Goal Setting Tips for 2012!

Selling Furniture & Mattresses – Goal Setting Tips for 2012!

Here are a few tips on goal setting. Enjoy! Write- A goal isn’t really actionable until it’s written down. Writing your goal down clarifies it in your mind. Write your goal in the present tense as it you have already achieved it. Ask- Ask yourself “Why do I want to achieve this goal?” or “What [...]

Retail Furniture & Mattress Stores – Want to Increase Your Specialty Foam Business?

Retail Furniture & Mattress Stores – Want to Increase Your Specialty Foam Business?

This article will give you some great ideas on how to do it! I represent Southerland Inc. as an independent Rep and normally never recommend specific brands to retailers, but these two brands are the exceptions.  Tempur-Pedic- Tempur-Pedic is a must to fully realize your potential as a specialty foam retailer. They own the category. [...]