Selling a mattress is no easy task. It takes a lot of discussion between the salesperson and customer, and plenty of internal debate for the customer. One way to make it easier is to provide the customer a place to conduct a rest test. Once you get that area set up, don’t forget to include a pillow. The pillow is important for a sleep ensemble, contributing as much as 25% to the overall comfort of a bedding surface. Rest testing without a pillow makes it difficult for the customer to understand how they will sleep on a particular mattress. After a salesperson learns the customer wants to conduct a rest test, be sure to take them over to a pillow fitting station to have them choose a pillow to carry with them as they try out various mattresses. Check out these other tips for conducting rest tests.
