Mattress Retailing 101
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Mattress Retailing 101: Two takes on selling features and benefits
David Perry, July 20, 2006Today’s topic: Selling features and benefits. Overview: Should you sell the features that your beds provide? Or is it better to sell the benefits of a good night’s sleep? Features lead directly to benefits, which is why the “features and benefits” story is often considered together. But they can be considered separately, and presented with different emphases. More
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Mattress Retailing 101 -- Listening skills pay off when it comes to selling
David Perry, June 22, 2006Today’s topic: The importance of listening. Overview: This is one of the neglected skills on the retail sales floor, but it’s critical to your success. You can have the best sales pitch, but if you don’t listen to your customers and tailor your approach to meet their needs, you will get nowhere. More
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Mattress Retailing 101 -- Two sales veterans share views on how to succeed
David Perry, June 8, 2006This month, we take a break from our regular format to share some recent letters from retail bedding sales associates. More
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Bedding warranties: Mention or not?
David Perry, April 27, 2006Today’s topic: Bedding warranties pose both a challenge and an opportunity. More
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Why bedding retailers, producers differ on issues
David Perry, March 27, 2006More
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Mattress Retailing 101 -- How top sales associates find their motivation
David Perry, March 15, 2006Today's topic: How do sales associates motivate themselves for success? More
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Mattress Retailing 101--New feature aims to help folks in the trenches
David Perry, February 24, 2006Welcome to Mattress Retailing 101, a new feature in Furniture|Today's print and online editions. Each month we will be sharing insights we have gleaned from leading retail bedding sales associates. We will cover plenty of ground in this feature, tackling everything from the importance of warranties to the prospect of selling Chinese-made beds, to the value of bedding brands. More
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How top sales associates make things happen on the floor
David Perry, February 21, 2006Today’s topic: How to find the keys to success on the sales floor.
Overview: There is a famous saying in business: Nothing happens until you make the sale. That is an especially appropriate saying for retail sales associates. Their livelihood depends, obviously, on how well they make the sale. But trying too hard to make the sale can, ironically, backfire. The road to success is paved with trust, honesty and friendliness. More
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