McCarron: Customers 'deserve the best'
By David Perry -- Furniture Today, September 8, 2003
City of Industry, Calif. — You deserve the very best mattress.
That's one of the key selling messages that Jason McCarron, manager of the Sit 'n Sleep store here, delivers to the customers he cheerfully greets.
"You tell them that they work hard and they deserve the best," he said. "They appreciate hearing that. They know they work hard. Our salespeople want our customers to get the best. We won't prejudge anyone. Also, we want the shopping process to be fun."
McCarron builds rapport by focusing on his customers, and by sharing some of his own life experiences with them. "You have to listen to what people say," he said.
Even if a customer says she will spend only $500 on a bed, McCarron will show her higher-priced beds that offer additional features and benefits. "We'll let the customers decide," he said.
"Most salespeople in other chains are so price-oriented," McCarron said. "So many salespeople ask, 'What price range are you interested in?' We omit that. You shouldn't assume the prices they will pay. They don't know what mattress prices are. You need to show them something nice and let them decide what they will invest."
