The rest test is crucial to the mattress-shopping experience at brick and mortar stores. This is the chance for customers to get an idea of how their mattress will feel when they get it home. Since the rest test is so important for customers, you need to be sure you make it as good as possible.
For starters, begin every rest test at the pillow display if you carry a full line of pillows. Next, offer a little instruction. Encourage customers to remove their shoes and settle on the mattress with the pillow they’ve selected. After that, allow them time to determine how they feel.
It’s ideal to let customers conduct their rest test for about 15 minutes without you talking to them the whole time. Finally, listen carefully to what they do say. If they think one mattress may be better than the one they’re on currently, point them in the right direction.