Customers continue to respond in a very positive way to our new Comfort by Color approach of introducing and selling “better sleep,” not just beds. Their verbal response, as well as their body language while shopping, reflects more relaxation and pleasure than ever before. And why wouldn’t it … CBC is beautiful, innovative, and has made it so much easier for the customers as well as for the sales staff. I have also noticed when they choose a color style they are not as concerned with the “brand” as much as before. When we have the best of the best in brands – side-by-side, all of a sudden it doesn’t seem to matter to many customers which brand they choose -- they go for their own personal comfort (by color). One of my recent customers was getting ready for surgery and needed comfort as well as durability because she would be spending several weeks in bed after the surgery. She was “just looking and comparing” and did not want to spend more than around $700 for a king. (yes-it had been a while since she bought a mattress). She chose the traditional PT (red). She liked the English Arbour but jumped up when she saw the price and headed for the VC. I pulled her over to the Pike “just try it, I said.” By the time I explained the features and benefits of a “better” set, which would not only comfort her with pressure relief during recovery, but would also offer her more durability with stronger edges and spinal support, etc., she ended up purchasing the King English Arbour after all for $1800, not the Pike but a nice step up. I knew she would feel the difference, and stepping her up to the Pike made the price of the Arbour look even better. Every customer is unique and they all react differently so you really have to show them your main concern is for their health and comfort, not just selling a bed!
Carpe' Diem - SEIZE THE DAY!
Judy "Savannah" Owens
Store Manager - 1604
Ph: (904) 262-1118
Fax: (904) 262-1190
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2 comments:
I agree, it is getting better everyday! This morning at our Saturday morning meeting, I was recollecting how it felt to see CBC for the very first time. I don't know how it was rolled out there, but, in KC we had to wait out in the parking lot and venture in as a group to see it for the first time, through the eyes of a customer. I think it will work tremendously if we don't let the excitement of seeing it for the first time, go.
Troy KC
The more we know about our customers' needs, the better we can help them. The Consultation is the vehicle we can best use. We gan gleen from this process everything we need to find the best solution to their needs. Our genuine concern for our customers is the driving force which creates the trust which is absolutely necessary.
Rick Bohler 1604
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