Can you name Mattress Firm's Exclusives??

Because our company is committed to being the very best in the industry our clients are given the very best. To be exclusive would imply that no one else has those features, features such as Comfort By Color, DSS coil units, silk and wool fibers, Red Carpet Delivery, TempurPedic and Sleep Number side by side, silver silk, wooden boxes for our Sleep Number beds and many others. We are the best in the industry because Mattress Firm genuinely cares about its customers. Who else in the industry includes all of these things and more when you buy from them?? No one! Yeah other retailers may offer one or two of these unique features, maybe more, but they will not be able to offer all of them. So, my question to you is, what are all of Mattress Firm's exclusives? Can you name them all?



Last thought, if we have these exclusives at our finger tips and do not use them or tell our customers about them, then they do not exist...at least not in the customer's eyes.

Tory Bynum
Team Orange

Being new to sales and specifically selling mattresses I think comfort by color gives us a leg up on the competition from the moment a customer comes in the door if presented right. Its been my experience that once explained it seems to narrow down the selection process and makes the customer feel much more comfortable. It seems to allow us to set the tone for our approach to customer service and makes the customer feel as though we are catering to their specific needs instead of classifying them as "just an up". In addition, our low price guarantee and comfort guarantee seem to give the customer a feeling our reassurance in a major purchase. I have shopped other stores and most made me feel as though I was just a number. Its great to not only make a sale but to know the company I sell for doesn't have to use slimey tactics to d it and stands behind the product it sells.

Corey Berry
"Team Green"

What works for me

I think my intro is the most important thing in my whole presentation. The good thing is that I can tailor it to any sale

..........Hello how are you guys doing today? It's a pretty nice day outside huh (or bad weather depending on the day) .......... Well welcome in! Have you guys ever been in one of our stores before? Well you have actually came in at the perfect we are having our_________ sale which is actually one of our biggest sales of the year so you are saving 200- 300 dollars on the top brands. Since we are the largest specialty bedding retailer in america we are able to buy in a larger bulk; which in returns allows us to carry the lowest prices in the country we also have 0% interest financing available. Since we carry all of the top brands the Mattress Firm is a one stop shop for a mattress. Another thing that really sets us apart from all other retailers is our comfort by color which is the new and easy way to find the perfect mattress for you. Let me show you how it works.


With this intro I win my customers over at the intro. I make them feel like they are in the best place to buy a mattress if they are serious about buying one. They now feel we carry the top brands at the lowest price and they feel like they walked in on the biggest sale, so they feel like they should buy now. They understand why we can offer the lowest price and that i'm not just saying something to sound appealing "they can see why I say we have the lowest price", so now they trust me more then the last guy.

Marcus Brown ~ Mesquite Clearance ASM

Mattress Firm Advantages - Exclusives

We here at Mattress Firm have several advantages to offer the customer in order to earn their business. The CBC and Personal Sleep Evaluation are just the latest we have. However, these advantages are not any good if we the salesperson do not offer them with belief and conviction. If we just casually mention them, then the customer takes them casually. Once the customer hears that we are different, it is easier to determine what is important to that customer. For example, when mentioning the same day delivery service, some people will get very interested in that. I will then ask them for their zip code and check availability. I then like to couple that with another advantage, the 90 day price guarantee. This is one way that has worked for me, but it works for me because I believe that they are two fantastic benefits for the customer.

Believing that they are an advantgae is 90% of the battle.

Ken Anderson - Team: "Sleep Peeps" - hmmm

Our Advantage

After a lot of phone calls and inquires to a few retailers that not only sell mattresses but just about anything else such as washers, tv's, and other appliances I have found a few consistancies with these companies. One of those is the fact that they rely solely on the chance that someone would just walk on in and purchase. Another is that they do not make any attempt to seperate themselves from their competitors. This is such an advantage of ours because after explaining the exclusives to a customer it sets a level of expectation for when they call our competitors. When they call and don't hear the salesperson mention any advantages it lets them down so guess where they go. MATTRESS FIRM!!!! I would challenge everyone who works hear to work at this and keep track of how many of those callers actually come in and buy from you. I think you would definitely be suprised at the amount of business comes from the phone.

Casey Glover
Dallas East Store 204

Mattress Firm prides itself on the experience a customer has when they walk into any one of its stores. A significant part of that "experience" is talking to the customer-at length if necessary-about the Mattress Firm Exclusives. Without mentioning the exclusives, the customer has the mindset of, "Oh, I can find this Sealy Posturepedic somewhere else for less." We need to explain to him/her that they will not find this Sealy Posturepedic with the PostureTech Plus coil, Silk/Wool, and Silver/Silk fiber across the street.

Without selling the Mattress Firm Exclusives, we are not giving the customer the privilege of the Mattress Firm Experience.

Mike Yerger
Team Green Baby!!

i called a couple places. no one mentioned any exclusives. the closest i found was brookstone said that they were "probably the only place that carries the full line up of tempurpedic pillows and accessories"
eventhough he didnt really elaborate on this, if he had, and really pushed that i could try everything at one place rather than having to go to multiple retailers to see the whole lineup, i (as a pretend consumer) would have been more inclined to visit their location.
some other team members did have retailers actual mention and build on their exclusives. for instance, kim called Dimensions Wireless who are the first to carry the newest Nokia phone. even though it will be released to every other retailer eventually, he did say that it was "an exclusive that we have at the moment" and tied in everything that the phone does into the needs that kim mentioned during their conversation.
i tend to take for granted exclusives that we carry. while i mention it during the sales prsentation, i am going to make a conscious effort to mention them more often and even over the phone.
Crystal Black
Team Mattress Monkeys!!!

Exclusives

After contacting several area retailers the team got some good ideas on "exclusives". When you mention exclusives you are creating a reason to visit your store. The exclusive item will not be found at any other retailer and in the midst of high competition price is not always the driving factor. The main retailers that mentioned were the specialty sleep shops. Mattress Firm has lots of exclusives that sometimes we forget to mention. This is great reminder to all of us to mention all exclusives on every single phone up and every single customer in your store.

Exclusives

We you sell the sleep number bed you need to talk about the foam base we have over the retail store.They do not have the foam base and i have had customer say they prefer the foam base also because it makes a differance in the motion transfer in the bed.And also we are the only retailer to deliver it same day , with a comfort exchange to anything else.They dont have any other beds execpt the sleep number's.The best part is i try to show it to every customer because if they go to another company no one else has it and it is the bed air bed on the market compared to the other ones out there.

Mattress Firm Exclusives

Exclusives can be extra components in the product, or extra services not offered elsewhere. Exclusives can be used to encourage a customer to shop with us for a better experience or to get more for their money they would not get in a comparable model of a product elsewhere. People will pay more for service sometimes, but one big advantage we have is most of our products are truly priced at or below other products. The advantage of our services is that most other retailers do not offer what we do, or do not offer as long i.e. low price guarantee.