Many customers come in looking for a mattress that is going to to solve their sleep issues. It is important for us, the sleep experts, to know and understand our beds. Every customer is going to be different and is going to have a different situation. It is our duty to inform them about the current technologies. By explaining the current technologies in our beds, and correlating the technologies to the customers needs, this will give them a path and a reason to purchase from you. My personal favorite is explaining the technologies of the Tempur material and how it contours to your body eliminating all pressure points. When explaining the open celled technology and comparing the Tempur HD to the regular Tempur material i simply tell them to envision a bucket full of marbles to a bucket full of bee bees and that helps them understand the pressure relief a little better. Painting the picture always seems to help.
WES-KC
5 comments:
I just wanted to say how great you all are doing at Comfort By Color, it is so exciting! Your Tactical Planning Committee members are putting in extra time, effort, and energy to prove to Mattress Firm why your 4 markets were chosen! Be sure to thank them when you get a chance!
Technologies....hmmm. Well, I am going to steal a laser phrase from one of the employees in KC. Plush is a combination of firm support and pillowtop comfort (Yellow and Red make Orange...coincidence?) Also, Contoured is a combination of a very firm support, yet a personalized comfort that uses individual weight, shape, and size to mold to your body (yellow and blue make green...coincidence?)
How can you use this in your presentation of the Comparison Center? If you have any success stories with this, I would love to hear them. I had a customer become so excited the other day when I explained it this way. It just made it so simple for her!
Have a great weekend out there! Looking forward to some great days!
MJ Sonnenfeld
Kansas City DM
I think this is a slippery slope. Once we start categorizing things in other ways, we could lose the simplicity of our presentation.
I can see this appealing to some customers but I can also see the dumb looks on some people's faces I could get by trying to teach them kindergarten color combinations.
I can definitely see some sales associates using this in the wrong way. But if it's used for a salesperson to maybe recommend things that a customer hadn't thought about, or wasn't open to, then it's a pretty good idea. A bridge to Green or Blue.
Ben
Cincinnati
I had already been using the red and yellow make orange comparison but had not thought about the blue and yellow make green combination that is awesome. I'm going to try using that in my next presentation.
On the other hand I think that we need to explain the different technologies because even though we see these beds everyday not everyone else does. Many people that come into our stores don't realize how many different technologies and what they all mean. How many of us would fully understand tempur or sleep number if we did not work here. Remember to keep that in mind when discussing with customers. We want to make sure we are talking to them not, not at them or above them. Doing so will immediately cause her to turn a deaf ear to anything else that we have to say.
I've had a few customers that understand the product better when you relateit to something that they already understand. It doesn't make it seem quite as imposing or scary in the end.
Good Luck one and all!!!
Matt Hartley-Raleigh
Color wheel combos are great idea for how to "bridge the gap" between comparison center and clusters, and explain in simpler terms the interrelatedness of what they need versus what color they land on. Cant wait to work it into the process.
Don S. MOD CinM20/2006 today
Don't blue and red make....purple?
AARON ENDICOTT IS THE GREATEST!
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