Sincerity Sells

Posted by Steven King on
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“Mrs. Smith, based on our conversation regarding your back support needs, sleep pattern, and desired comfort, I recommend you consider this Red-White-Blue Super Ultra Support, Latex Layered, Deluxe Reinforced King Mattress with the matching Triple Gusseted, Bulletproof, Over-the-top Firm Foundation. The retail price is $6,899, but it’s currently on sale, ending today, for only $3,499.”

“Thank you Joe, what do you sleep on?”  “Ah, Oh, MMMMMMM……this one.”

Not too convincing is it?  You can’t fake sincerity unless you’re Marlon Brando or John Wayne.

Specialty sleep shop owners and managers - you must take the necessary steps to insure that your sales staff is sleeping on premium mattresses if you expect them to upsell your customers.  Sell them the mattresses at cost. Arrange a pay-as-you-go scheme. Come up with a plan that works for you.  Your RSAs must possess the right tools to do their job, and sleeping on a premium mattress is a vital part of their arsenal.

Now, let’s try that same sales pitch again, but this time from a RSA who can speak from experience:

“Mrs. Smith, based on our conversation regarding your back support needs, sleep pattern, and desired comfort, I sincerely recommend you consider this Red-White-Blue Super Support, Latex Layered, Deluxe Reinforced King Mattress with the matching Triple Gusseted, Bulletproof, Over-the-top Firm Foundation.  I know you and your husband will absolutely love it because our needs are similar and my wife and I have been sleeping on this mattress for over 3 years. We look forward to a great night’s sleep every night and wake up each morning rejuvenated and energized, ready to go to work”.

How can Mrs. Smith say no to this sincere presentation?  SOLD!

Steven King is an author, speaker, teacher, and trainer. He has written two highly acclaimed books, including "Money in The Mattress: The Sales Associates Guide to Premium Mattress Sales" available on Amazon.com. E-mail him at itsgoode2bking@gmail.com.

About Steven

Steven King spent over two decades in the mattress business. Steven has sold, lectured, and trained those interested in the importance of sleep and the roll a mattress plays in providing exceptional, healing, and reviving sleep. The healthiest thing we can do to promote good health is SLEEP! Steven has authored award winning books including "Money In The Mattress: The Sales Associates' Guide to Premium Mattress Sales", available on Amazon.com. Reach Steven via email: itsgoode2bking@gmail.com View all articles by Steven
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