12 Key Selling Tips

These ideas have helped thousands of sales associates over the years. In fact, most of them came from successful sales associates such as your self. Please share you best tips with Gerry: Gerry.Morris Please enable javascript. sleeptrust [dot] com and perhaps you will see them in print! (With your name)

1. Be Prepared.
   Get to work early and be prepared, mentally, emotionally, and physically.
2. Timing is Everything.
   Don't "pitch" a bed until your customer finds the one he or she likes.
3. Know your Models.
   Always have a bed to step up to or down to. Learn your models.
4. Don't Add-on.
   Make "add ons" a part of the sale. People don’t like add ons.
5. Listen to Your Customer.
   Never let your personal preferences influence how you sell.
6. Use Guided Discovery.
   Reduce returns by asking: Are you familiar with the different comfort levels?
7. Handle Objections.
   Use analogies to overcome price objections.
8. Highlight the Benefits.
   Don't just sell comfort. Support and Durability are of equal importance.
9. Never miss an opportunity.
   Home furnishings sales associates: Ask every customer about their mattress.
10. Be Unique.
    Sleep Shop Associates: Don't lead with: "Best Product, Price, Value" story.
11. Use your Customer’s Imagination.
    Ask, "If you had to spend the night here, which mattress would you sleep on?"
12. Know Yourself.
    Most important of all: Sleep on a top quality mattress. You must be able to relate from personal experience what a difference sleeping on a quality mattress has done for you.