Retail's Weak Link
Published:
4/5/2020
It's been said that retail sales-people are the weakest link in the buying chain for furniture and mattresses.
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Better Bedding & Mattress Sales: Up-Selling
Published:
1/4/2020
Get your customers to spend more money than they intended on a mattress, and leave your store happy for spending it!
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Retail Observer: Loading... 2020
Published:
12/8/2019
A look back to what was, where our industry is today, and the actions it is well advised to take in 2020
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Better Bedding & Mattress Sales: Exchanges
Published:
10/12/2019
What are the best ways, for both store and customer, to handle product exchanges?
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Better Bedding & Mattress Sales Bedding Exam
Published:
7/15/2019
What RSAs know, or may not know, but should know about the business of selling bedding. Take this quiz and find out!
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Retail Ethics: Do you Measure Up?
Published:
5/30/2019
Most mature, adults would say that they know right from
wrong. If it is that easy, then why don’t all retail players act ethically all
the time?
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Better Bedding Series: Art of Negotiating
Published:
3/23/2019
If you've decided to negotiate, here's what you need to know.
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Bedding & Mattress Sales: Retail Sales
Management
Published:
1/8/2019
Selling is everything in retail. That’s why the sales manager's job is so important.
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Management
Bedding & Mattress Sales: What's Next
Published:
11/27/2018
While plans have an annoying tendency to go haywire, having
no plan at all is begging for failure.
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Better Bedding & Mattress Sales: Strategies For I'll Be Back!
Published:
9/22/2018
How to get the be-back customer back by David Benbow, author of How to Win the Battle For Mattress Sales.
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Strategies For Selling Higher-End Bedding
Published:
7/4/2018
Whether your top bed is $4,000 or $40,000, here are sales strategies to help you present and sell your best.
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Don't Waste Down Time!
Published:
5/23/2018
If you are a retail owner/manager you probably don't have a lot of down time. But what about your RSAs?
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Better Bedding & Mattress Sales: Follow-Up, The Key To Success
Published:
3/23/2018
Here's how to build sales by using a follow-up system that creates top-of-mind awareness.
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Better Bedding & Mattress Sales: Closing The Sale -Part 2
Published:
1/14/2018
Here's how to make a great closing argument and avoid the many pitfalls that can result in lost sales.
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Old Tech: Your Telephone!
Published:
11/29/2017
Here's how to improve your stone-age phone practices to increase store traffic.
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Disaster: Are You Ready?
Published:
9/23/2017
Lessons from Hurricane Harvey. No furnishings retailer is completely safe from disaster, natural or man-made.
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Better Bedding & Mattress Sales: Closing the Sale
Published:
7/7/2017
Part 1: How can a quiet, modest, non-pushy RSA ever be a good closer? Here's how!
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Scary Retail Stories
Published:
6/1/2017
Best ways to avoid situations that may lead to customer injuries; physical, emotional and financial.
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Better Bedding & Mattress Sales: Set Misinformed Customers Straight
Published:
3/29/2017
Best ways to help the uninformed and misinformed to make the right purchase decisions.
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Better Bedding & Mattress Sales: Selling Sleep
Published:
12/28/2016
Where does sleep deprivation fit into a sales narrative that emphasizes comfort and good, restful sleep?.
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Better Bedding & Mattress Sales: I Object Again!
Published:
11/29/2016
Here we will present a number of specific objections furniture and bedding customers can and will bring up.
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Better Bedding & Mattress Sales: I Object!
Published:
9/30/2016
Responding correctly to customer objections is a powerful and productive sales skill. Here’s how to do it right.
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Retail Bedding & Mattress Sales: Closing The Sale
Published:
7/7/2016
The start of Closing is the Presentation Step. Here’s how to do it right.
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How Much Do RSAs Matter?
Published:
6/2/2016
What’s the solution to under-performing sales associates?
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Steps of the Sale: Selection Step
Published:
3/25/2016
If not executed properly, the selection step can wind up badly for both RSA and the customer. Here’s how to do it right.
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Steps of the Sale Series: Qualifying Questions
Published:
1/4/2016
More qualifying questions RSA’s can use to keep the sale moving along.
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Good RSA, Bad RSA
Published:
11/27/2015
What are the most common mistakes you can stop your salespeople from making in 2016?
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Better Bedding & Mattress Sales: Qualifying Questions
Published:
9/28/2015
Part 6 of our Steps-Of-The-Sale series. Qualifying questions RSAs need to know to complete more mattress sales.
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Better Bedding & Mattress Series: Qualifying Questions - Advanced RSA Training
Published:
7/17/2015
Part 5 of our Steps-Of-The-Sale series. Do your RSAs fail to ask even the most fundamental qualifying questions?
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The Meet & Greet: Advanced RSA Training
Published:
6/9/2015
Part 3 of our Steps-Of-The-Sale series. The ‘Meet and Greet,’ is where the R.S.A. makes a first impression.
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Better Bedding & Mattress Sales: RSA Bedding Sales Training - Part 2
Published:
3/24/2015
This installment provides a checklist of everything your R.S.A.’s need to know, inside and out, about the background knowledge that supports and sustains the sales process.
Read Better Bedding & Mattress Sales: RSA Bedding Sales Training - Part 2
RSA Boot Camp For New Hires
Published:
12/30/2014
A structured, two-week training program for new bedding (and furniture) RSAs.
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What To Do About Those RSA’s In 2015
Published:
11/21/2014
Tips on how to find, hire, evaluate and compensate what could be your most important assets.
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Better Bedding & Mattress Sales: A Bed Seller’s Guide To Customer Service
Published:
9/29/2014
What policies should you set to respond intelligently to a customer’s (buyer’s) after-the-sale enquiries or complaints?
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Better Bedding & Mattress Sales Series: What’s On Your Floor?
Published:
7/9/2014
Ideas for merchandising your mattress showroom so you can show enough beds, the right beds, and the ones your customers want to buy.
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When To Bring In The Big Guns
Published:
5/22/2014
A retailer’s perspective on using an outside company to do a GOB, inventory reduction, cash raising sale or other high impact promotion.
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Better Bedding & Mattress Sales: Control Every Mattress Sale!
Published:
3/17/2014
The final outcome of the mattress sales process depends almost entirely on whether the RSA keeps control or gives up control to the customer. Here’s how to stay in control.
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Better Bedding & Mattress Sales: Sizing Up Your Competition
Published:
1/3/2014
How to get information on your mattress competition, profile them, and use this information to close more sales.
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Mattress Series: The Mattress Warehouse Part 2
Published:
12/10/2013
Here is a collection of ideas on how to arrange and run a mattress warehouse for optimum efficiency. This article can be useful as a check list when opening a new warehouse or as a training guide for new warehouse personnel.
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Selecting The Mattress Warehouse
Published:
11/11/2013
If you haven’t set up a mattress warehouse before, are looking for new/additional space, or want a quick review of important considerations, read on.
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Better Bedding & Mattress Sales Series: Shorthanded Again?
Published:
9/30/2013
Training new-hires, as every small and large store owner knows, is a problem that never ends. This article provides step-by-step instructions on how to structure a program for new hires that will set them up for success and longevity on your sales floor.
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