World of Opportunity Awaits Retail Mattress Sales Associates
Furniture Today Staff -- Furniture Today, May 27, 2011
We wrap up our study of key attributes of mattress sales associates at the very bottom of the list. The very least important one, according to the thousands of consumers who responded to our survey, is that the RSAs are highly educated.
Candidly, we think that's great news. Ours is not an industry that demands highly educated sales associates, although a solid education is certainly a plus. Consumers have told us that they are looking for very specific things: Product knowledge, the ability to listen, patience and trust. And those are qualities that a broad range of people can bring to bear.
In other words, there is a big world of opportunity. Consumers aren't demanding highly educated sales associates. What they do want are sales associates who are product experts, good listeners, and who take their time in the sales process.
Now that we've completed our list, we urge you to consider carefully all of the attributes. This list provides a roadmap, telling retailers where they should be putting their training time. And the answer there could not be clearer: Product knowledge.
How many times have we found sales associates chewing the fat when we visit stores? Those are missed opportunities.
Good luck as you strive to help consumers find a better sleep set and a better night of sleep.
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