Helping Retailers Succeed
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 [...]
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 [...]
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 [...]
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 [...]
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. [...]
Question: Sometimes I seem so overwhelmed. There are many tasks that I need to do everyday. Do you have any tips for time management in a retail store? -Patty Answer: I do. You cannot manage time! Only God can do that! But you can manage yourself! I learned this from the great Henry Habeeb many years ago [...]
An owner recently shrieked in horror as he listened to one of his RSAs miss a great opportunity to engage a retail customer looking at a particular mattress. Instead of taking the time to ask meaningful questions to discover the customer’s needs, the RSA simply switched the customer to another product. Here is the rest [...]
Here is one thing you can do to increase your sales dramatically. Boost your sales with a comfort test! A well designed comfort test helps you engage the customer while you fully discover their needs and gain valuable feedback from them. Here are some components of a successful comfort test. Tell Them Why- Explain to your [...]
In the past day I received two emails from two different new salespeople thanking me for their initial mattress training. They then asked me what they could do to be as productive as fast as possible. My answers included both short term and long term strategies and tactics. Here they are! Mentor- Model yourself after [...]
Originally this article was going to be named “Should You Offer A Comfort Guarantee?” But after interviewing the top ten mattress dealers I know, they all laughed at the question. In their minds any dealer who sells mattresses should offer a comfort guarantee. While they acknowledged the importance of the comfort guarantee they warned that [...]
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