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
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