Weekly Bedding Selling Tip #2 - How to Get Customers into the Bedding Gallery

There is a Gold Mine in your store-and if your prospect well, you may hit the motherload.  The Gold Mine is your Bedding Gallery-and you don’t have to dig dirt to get there, but you may need to dig with a few comments and questions.

Your prospect is that customer in front of you.  Chances are that they have been thinking about replacing their sleep set at home-it’s just not top of mind-YET!  A recent survey discovered that more than 50% of Full-line furniture store shoppers don’t even know that you sell mattresses. Your job is to make them aware that we are indeed in the business of better sleep.

Some sales people give a quick tour of the store and always walk their customers through their mattress selections.  Others write or process every sale in the Bedding Gallery-where it’s a little quieter, giving their customers time to experience the beds. Still, other savvy sales people ask questions to raise awareness-“Have you seen the latest technology in better sleep?” , “Do you happen to know anyone who needs a super deal on a new memory foam bed?” or “We just got in a new line of beds and our management would like your opinion on it.”  Some stores are offering prizes if the customer participates in a 60 second Comfort Test. 

Be sure to invite your customer to visit your bedding area and encourage them to try the comfort and support of our beds.  We all will sleep better at night!

Next Week: Five Qualifying Questions