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Diagnose the Sleep Problem

Today’s post is a guest article from Keith Castonguay.  Keith has experience in retail sales,  retail sales management as well as the buying end of the furniture industry.

Does this sound familiar?

Salesperson: Why are you replacing your current mattress?

Customer: It’s dipping in the middle?

I’m sure you have all realized that a customer will never go out and spend in excess of $1000.00 to purchase a new sleep set because “It’s dipping in the middle” but they will spend that and a whole lot more to solve a sleep problem.

Customers may hesitate to initiate conversation about sleep issues so they will say things like:

  • “It’s dipping”
  • “It’s old”

Hey Mrs. Jones I have news for ya, that 20 year old mattress was old 5 years ago (just for the record, I’d never say that) and that big old dip wouldn’t matter one bit if she were sleeping like Rip Van Winkle.

Her sleep problems are related to her mattress, and it has finally reached a point where she can take it no longer. THAT IS WHY SHE IS IN YOUR SHOWROOM.

What Mrs. Jones really means to say is:

“I have a substandard mattress that I should have replaced 12 years ago. It’s killing me. I can’t sleep, my back aches in the morning and I have become increasingly irritable and it is affecting my everyday life right down to my relationship with my family. Please put me out of my misery.”

We just need to get her to tell us.  How do we do this?

Let the engineers at some other store thrill her with foam density, coil counts, and gauges of steel.

It could be filled with jelly beans and if it provided a great night’s sleep the jelly bean bed would do the trick.

Ask her questions like:

  • How did you sleep last night?
  • Tell me more
  • When you woke up did your back muscles feel sore?
  • Do you experience a tingling sensation in parts of you body during the night?
  • When you awoke did you feel tired and unrefreshed?
  • Does it take a long time to fall asleep once you go to bed?
  • Waking up frequently during the night?

These types of questions help diagnose the sleep problem.


I feel stiff and achy in the morning

“Sure you do. Remember when you were telling me about your mattress ‘dipping’. Well your mattress has quit on you.  Your back muscles are not only working hard all day supporting you, but now they are working during the night.  Let me show you how we can fix that.”

Remember physical symptoms like muscle stiffness and moving to relieve pain during the night are support issues.

“You were mentioning earlier that it took you a very long time to get to sleep at night. Let me show you some new sleep technology that is designed to relieve pressure points and get you to sleep faster so you can get that restorative level 5 sleep quickly and feel fantastic the next day.”

Emotional symptoms like irritability, feeling tired after waking and not refreshed speak to a comfort issue.

Keith Castonguay

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Comments (5)

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  1. Pete Primeau says:

    I liked your article Keith!

  2. Lynette White says:

    Very honest and informative article. Well done.

  3. Daleen Mulder says:

    Excellent! Thank you! I have also had to learn to ask many questions and eventually ask for the sale. In a way that is not intrusive.

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