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Most Recent Furniture Industry Sales Education Articles

Better Bedding & Mattress Sales: Set Misinformed Customers Straight
Volume 147 NO.1 March/April,  Furniture World Magazine

Best ways to help the uninformed and misinformed to make the right purchase decisions.

Clarifying & Confirming
Volume 147 NO.1 January/February,  Furniture World Magazine

These two sales skills help to demonstrate that the salesperson has respect for the shopper’s thoughts and feelings.

Furniture Industry Sales Education Articles

Published 2004 - 2017

Better Bedding & Mattress Sales: Set Misinformed Customers Straight  - 3/29/2017

Best ways to help the uninformed and misinformed to make the right purchase decisions.  

Better Bedding & Mattress Sales: Selling Sleep  - 12/28/2016

Where does sleep deprivation fit into a sales narrative that emphasizes comfort and good, restful sleep?.  

Clarifying & Confirming  - 12/28/2016

These two sales skills help to demonstrate that the salesperson has respect for the shopper’s thoughts and feelings.  

Better Bedding & Mattress Sales: I Object Again!  - 11/29/2016

Here we will present a number of specific objections furniture and bedding customers can and will bring up.  

Better Bedding & Mattress Sales: I Object!  - 9/30/2016

Responding correctly to customer objections is a powerful and productive sales skill. Here’s how to do it right.  

Dead End Selling Techniques  - 9/30/2016

A list of 25 traits, attitudes and poor practices RSAs practice that will contribute to failure on the retail sales floor.  

Editor's Corner  - 9/30/2016

The Power of Coaching and Grit in Retail Sales  

Retail Bedding & Mattress Sales: Closing The Sale  - 7/7/2016

The start of Closing is the Presentation Step. Here’s how to do it right.  

How Much Do RSAs Matter?  - 6/2/2016

What’s the solution to under-performing sales associates?  

Our Leather Future?  - 6/2/2016

Is lab-grown leather something furniture retailers might be selling in the very near future?