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Selling a product is an art. The mattress is one of the commonly used items in the household. Companies should sell with the mindset of selling a comfortable sleep experience rather than selling a mattress. A mattress retailer should understand the concerns and needs of people and provide them the right mattress as a solution.
Successful mattress retailers are aware that starting by displaying the top-rated mattress in a box is the way to get more sales. In this article, we will talk about some of the best mattress selling tips that will help your business make more sales and generate a higher revenue base.
Form a statement about different types of mattresses
A salesperson should form a short description that mentions the features, and advantages of different mattresses. This is a good way to start with the mattress sale process. So, whenever a customer asks about a mattress, you have the information handy with you to share with them.
Take them through different types of mattress
Once you are ready with the information, host a mattress sale demo. Walk through the entire store with a colleague and explain to him the features and advantages of each mattress. Do it in the same way as you would do with your actual customer.
Ask the colleague to ask a few mattress-related questions
People ask several questions before they make up their minds to buy a specific mattress. They will evaluate each mattress on a set of factors that is important for them to get a peaceful sleep. These can be cooling technology, adjustable height, resistance to body weight, durability, cleaning and maintenance, foam density, etc.
So, in the demo, ask your colleague to ask some of these types of questions for mattresses in different categories. Based on those questions, the salesperson can provide a comparison between different mattresses.
He should also suggest to them the best mattress that solves their concerns, and come with the feature they desire. Avoid jargons while describing them about any mattress. The objective of this practice is that it will make the salesperson confident while dealing with customers.
He should suggest to them the right mattress with the conviction that will influence the mind of people and their decision-making process. Customers are inclined to buy from a salesperson who confidently, objectively, and enthusiastically presents products on their sales floor.
Let the Customer Decide
A good salesperson does not decide the mattress for their customers. Instead, he shows them the best mattresses that solve their sleep concerns and meet their needs effectively. He gives them the freedom to customers to decide on the right mattress that offers them the level of comfort that they need.
The salesperson gives its customers to try the highest quality mattress that they sell. After that, whichever mattress the customer will try, he will take his first mattress experience as the reference point and compare the other mattresses on that basis. Thus, the technique of showing top models at the beginning will increase the average ticket price.
How Can A Salesperson Form Better Connection with Its Customers?
Every salesperson wants to make a better connection with the customer, make more sales, and satisfied customers. So, here are the things that can help realize these objectives.
Be Strong
The first and foremost advice to a salesperson is that they have to be resilient. They should not take failures to heart. Some customers buy and some don’t. if they don’t buy that doesn’t mean that you lack marketing skills. Focus on the next opportunity.
Aim to provide better customer experience
The reason why online mattress stores are recording more sales than offline stores is because of the pushy behavior of salespeople and the unhappy experience of customers with the sales store.
This is a clear indication that offline mattress retailer stores have to up their games to stay competitive. They should need to focus on providing friendly and low-pressure sales assistance.
Provide ample choices in mattresses to the consumers
A majority of the retailers stick to a specific type of mattress and tout it as the ideal mattress for all consumers. However, as the sleeping needs and preferences of every customer are different, the same bed can’t fit all of them.
The right selling technique is to present several mattress options to the customers to allow them to decide which they would find suitable for their needs.
Conclusion
Restorative sleep can transform lives for the good. Showing the top model first enables customers to experience the comfort that they have always craved for. It is a good reference point to evaluate any mattress in terms of quality and comfort.
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This content is brought to you by Christa McDermott.
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