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More Bedding Sales Education Articles

Articles from Furniture World Magazine's article archives on mattresses, bedding and sleep.

Love Furniture Profits Tip: How To Get The Furniture Or Mattress Shopper To Visit Your Store And Not The Others.

Giving her good reasons to choose your store will boost traffic, sales and profits.

Do Your Customers Value Mattress Innovation?

GoodBed.com conducted a survey of 1000 visitors and found out that a large number of consumers would buy a new mattress that’s an exact replica of their current one. This article reviews the data and examines the surprising implications at retail.

Tip For Consumer Reports And One-Size-Fits All Mattress Recommendations

Michael Magnuson the founder and CEO of GoodBed.com, the leading online research destination for mattress shoppers takes issue with Consumer Reports about its list of Best Mattresses.

Bedding Sales Observations From Peter Marino: Can A Mattress Be Comfortable?

A short discussion of the words comfort, firm, hard and soft from the perspectives of the mattress, the buyer and the sales associate.

Better Bedding Selling Tip#1: Make A Sale With The Gooey Stuff- Gel That Is!

It can be difficult to land a sale when your customer is unfamiliar with the concept of gel and doesn't understand its benefits.

Weekly Better Bedding Selling Tip #15 - The Best Bed for Your Shopper is the Bed that's Best for Your Shopper

You get her to test-rest your best selling model and ask her if it’s comfortable. She buys it-and a week after delivery she wants to return it, saying that she’s awake tossing and turning all night. Why was she comfortable in the store and not comfortable at home?

Weekly Bedding Sales Tip #14 - Providing Mattress Protection

When you present your store’s Mattress Protection not as another “Add-On”, but as a necessary component in providing your shopper with a Great Night’s Sleep, your shopper will see the health benefits and value of this product.

Weekly Bedding Sales Tip #14 - Providing Mattress Protection

When you present your store’s Mattress Protection not as another “Add-On”, but as a necessary component in providing your shopper with a Great Night’s Sleep, your shopper will see the health benefits and value of this product.

Weekly Bedding Sales Tip #13 - What's your Cheapest Mattress?

Veteran sales people sometimes say that they won’t show the cheapest bed, or tell the shopper it won’t work for them. That may be true, but until the shopper’s needs, wants, and motivation have been discovered, making a derogatory comment about merchandise in our store can stop the demonstration and kill the sale.

Weekly Bedding Sales Tip #13 - What's your Cheapest Mattress?

Veteran sales people sometimes say that they won’t show the cheapest bed, or tell the shopper it won’t work for them. That may be true, but until the shopper’s needs, wants, and motivation have been discovered, making a derogatory comment about merchandise in our store can stop the demonstration and kill the sale.

Weekly Bedding Sales Tip #12 - Kids' Beds-The Worthwhile Investsment

Smart retailers know that kids’ tastes are different from Mom and Dad, and they have designed products geared to satisfy the junior set.

Weekly Bedding Sales Tip #11 - King versus Queen-Room Requirements

Some rooms are too small to accommodate a King Bed. But when you do the math, most master bedrooms can fit the larger size.

Weekly Better Bedding Selling Tip #9 -How long should a mattress last?

Bedding experts like the Better Sleep Council and Consumer Reports agree that individuals need to re-evaluate what they are sleeping on every 5-7 years, but that's not what most of our customers do.

Weekly Better Bedding Selling Tip #10 - The Eight Features that are the Most Important to Your Shopper

Cost-Value-or Price, it’s all relative, for some shoppers $699 is too much, and for others $2000 is a bargain. Just don’t try to guess your shopper’s pocket book. Warranty comes in last on shoppers’ lists.

Weekly Better Bedding Selling Tip #9 -How long should a mattress last?

Bedding experts like the Better Sleep Council and Consumer Reports agree that individuals need to re-evaluate what they are sleeping on every 5-7 years, but that's not what most of our customers do.

Weekly Better Bedding Selling Tip #8 - Better or Worse?

The simple question “BETTER or WORSE?” can help you understand if a customer really likes it. Many customers have been sleeping on a substandard mattress for years, and may not understand how proper comfort and support really feels!

Mattress Advertising Wars

Some say that the major “S” mattress brands have lost the high ground in branding and advertising to Tempur-Pedic. Should they be concerned? Larry Mullins thinks so.

Weekly Better Bedding Selling Tip #7 - Comfort and Alignment Selling

By looking at your customer’s spinal alignment, you can determine which mattress will provide proper support.

Weekly Better Bedding Selling Tip #6 - Who Needs an Power Base?

Who is the customer for adjustable bases? The answer is everyone.

Weekly Better Bedding Selling Tip #5 - Body Language and Positioning

How many times have you brought a shopper into your store’s bedding area and they just would not “test drive” a bed by lying down?

Weekly Better Bedding Selling Tip #4 - The Four Letter "F" Word-FIRM

A mattress that is too hard or “FIRM” will arch and stretch the lower back muscles if your customer is a back sleeper. It will increase the pressure points on the shoulder and hips if they are a side sleeper.

Weekly Better Bedding Selling Tip #3 - Five Qualifying Questions to Help Select the Right Bed

Here are some qualifying questions that will help you fulfill your customer’s need for a Great Night’s Sleep.

Weekly Bedding Selling Tip #2 - How to Get Customers into the Bedding Gallery

A recent survey discovered that more than 50% of Full-line furniture store shoppers don’t even know that you sell mattresses.

Weekly Better Bedding Selling Tip #1 - Who is the Bedding Customer?

Customers who nap during the day may be suffering from sleep deprivation. Some will even tell you that when they can’t sleep in their bed, they move to their recliner.

16 Bedding Sales Tips

Sixteen ways you can boost bedding sales... from developing rapport (#1) To handling customer objections by treating them as implied needs.

Survey Reveals Men Have Different Mattress Needs

Women are the primary bedding decision makers, yet 38% of their partners are unhappy with their choices.

Study Confirms Link between New Mattress and Improved Sleep

Results revealed significant improvements for participants who slept on a new mattress instead of their own, regardless of age and weight.

Your Cheapest Mattress

The cheapest mattress for any customer is always the used one they already own. Dr. Peter Marino looks at ways to approach customers who mistakenly believe that your cheapest mattress is also the best for them.

Eavesdropping In The Bedding Department

If the mattress and box spring specifications (coils, foam, etc.) could speak, what might they say about the customers and your salespeople?

Mattress Sales Strategies - Part 2

This article will focus on the skill of setting up an effective strategy for selling mattresses. It is a strategy that helps customers perceive which one of your mattresses best fulfills their needs.

Wake Up And Smile - Selling Premium Bedding

Herrod's Department Store knows how to sell premium bedding. Sales perspectives from Great Britain and VI Spring.

Stop Losing Those Bedding Sales - Part 1

There are twelve major ways that retailers systematically lose bedding sales. Eight of these are outlined in this important series. Every step of the bedding sales process is examined from handling phone inquiries to creating and following though on a successful bedding sales strategy.

Stop Losing Those Bedding Sales! - Part 2

There are twelve major ways that retailers systematically lose bedding sales. The first eight ways were discussed in the April/May issue of FURNITURE WORLD. In this issue Dr. Marino looks at handling customer objections, selling with a strategy, the Valence Factors, the foundation for qualifying customers and the roles of the salesperson. This series is based on the new FURNITURE WORLD video and workbook Stop Losing Those Bedding Sales.

A Mattress Is Just A Mattress?

If your customer’s think that a mattress is just a mattress, then they probably think that a furniture salesperson is just a salesperson. Don’t make the mistake of thinking that a customer is just a customer or let them get away with this unfortunate mindset.

Selling Boxsprings - The Rodney Dangerfield of Furniture

If you think that better communication means developing a way to talk longer, more persuasively and more eloquently, you are mistaken. Communications skills must be developed and practiced to yield results at retail. Communication isn’t about how natural you feel, or how comfortable you are. It’s about how comfortable the listener is and the effectiveness of the sender