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Episode 023 How To Hire The Next Great Salesperson-Interview with John Kolencik

Episode 023 How To Hire The Next Great Salesperson-Interview with John Kolencik

I interview John Kolencik who owns Matrix Impact about how to hire the next great salesperson. John encourages us to use simulations in our interviews to improve our hiring process. John’s first recommendation is make the simulation as real as possible. He insists that the interview must be taped. We are trying to determine if […]

Episode 021 Don’t Quit!

Episode 021 Don’t Quit!

Don’t quit! I go back to 1980 to tell you about a time in my life when I decided to quit. What I didn’t know is that I achieved what I sought out to achieve I just didn’t know it yet. This audio lesson will light a fire in you that won’t easily be put […]

Mattress Protection Checklist

Mattress Protection Checklist

The below checklist is based on my past ten years of experience working with hundreds of retailers. When I first started with Protect-A-Bed they had only one product. We now have many products at various price points with different attributes, so the customer is able to select the protection that she needs and wants. We […]

Episode 020 Interview With Julia Rosien How To Handle Negative Online Reviews

Episode 020 Interview With Julia Rosien How To Handle Negative Online Reviews

Doug Stewart and I interview communications and social media expert Julia Rosien who is the Brand Engineer for Restonic. She discusses the importance of online reviews not just for the referral value which is enormous but for SEO value as well. Julia stresses the importance of RSAs using their positive online reviews as a tool […]

Episode 019 Interview With The Giver Doug Stewart - Customer Expectations

Episode 019 Interview With The Giver Doug Stewart – Customer Expectations

Doug Stewart describes customer’s expectations about quality and price. Allowing your customer to leave your store with a low price and an unrealistically high expectation of product performance is sales malpractice. I share an example of selling straight to eliminate unrealistic consumer expectations from my own experience. Appropriate expectations are the key to creating value […]

Episode 018 Interview With The Adjustable Bed Guru Randy Thompson-Secrets To Selling Adjustable Beds

Episode 018 Interview With The Adjustable Bed Guru Randy Thompson-Secrets To Selling Adjustable Beds

I interview the Adjustable Bed Guru Randy Thompson on the secrets to selling adjustable beds. As of July 30th, Randy’s month to date sales on adjustable beds stands at 32. Please excuse the noise from the AC. Randy’s small store in Van Wert, Ohio with a population of 10,774 will ship almost $1,000,000 in sleep […]

Episode 017 Interview With The Giver Doug Stewart - Qualifying

Episode 017 Interview With The Giver Doug Stewart – Qualifying

I interview my co-host Doug Stewart about Qualifying. There was a lively discussion in our private Facebook Group No BS Sales School For Furniture & Mattress Salespeople. Anyone who sells furniture or mattresses in a retail store is invited to join our group. There are no civilians only our industry people. There are a few […]

Episode 016 Interview With The Giver Doug Stewart

Episode 016 Interview With The Giver Doug Stewart

I interview my co-host Doug Stewart about the ups and downs in his life and more importantly what he learned from them. If you own a furniture or mattress store don’t miss this. The inspiration for this interview was an interview with Mark Kinsley and Doug that I listened to recently. I wanted to follow […]

Episode 015 Interview With The Master Nat Bernstein

Episode 015 Interview With The Master Nat Bernstein

This is Part 2 of our interview with The Master Nat Bernstein. Doug Stewart and I continue our interview with Nat who is a true thought leader in the mattress industry. He has pioneered new selling systems that became industry standards including comfort selling and comfort technology selling. Nat helped a retail salesperson who wanted […]

Episode 014 Interview With The Master Nat Bernstein

Episode 014 Interview With The Master Nat Bernstein

Doug Stewart and I interview The Master Nat Bernstein. Nat is a true thought leader in the mattress industry. He has pioneered new selling systems that became industry standards including comfort selling and comfort technology selling. Nat helped a retail salesperson who wanted to become a sales rep achieve his dream. Nat’s coaching and insights […]