Earn the Right to Close!

Closing can feel awkward if we have not earned the right to ask for their business. What are some ways we can earn the right to ask for our customer’s business?

Week 13: Value-Price-Value

Now that you have had some practice writing Value-Price-Value statements for different products, let's see some best practices! This week, share your tips for utilizing Value-Price-Value Statements when quoting price.

Comfort by Color Closing

We know that a close is a close, but what have you changed in your close since taking on Comfort by Color? What tips can you give that work really well for you?

To respond to this post click 'comments' directly below this message.

Introducing the 5 technologies.

In describing the 5 technologies within the Comparison Center, are there any creative ways to introduce or demonstrate the different technologies? This is a great opportunity to share best practices and learn from one another.

Customer Comments

Our customers can provide us with great feedback. Remember our goal is to make their experience EASY. What have your customers said about the Comfort by Color process?

Take a few minutes to share some of the comments your customers have made about their experience.

To respond click on the comments icon directly below this post.

sleep evaluation

I had a couple come in that went to Mattress Giant and decided to come check out our store, when they walked in they didnt seem so happy actually they seem a bit annoyed. I welcomed them to our comparison center, where they can taste the rainbow. I explained to them about our new way of shopping, and asked if it was ok if i asked them a few questions to get them to the right side of the rainbow for them, i explained to them it was a sleep evaluation and that this would get them to a better night sleep. i took out my handy dandy form and pen. after that they where so intrested in Mattress Firm ,that they're frowns turn into smiles, they told me that the reason they where so unhappy was because the Sell associated at the Giant only cared about getting the sell and not they're comfort, after that the rest was history. Thankyou CBC
Larry Metzger
M.I.A

Share the Success~Advantages

We all have those 'tricks' or best practices that we use throughout our presentations. Have you ever wondered what your coworkers tricks are? Have you ever wanted to share your best practice because it works so well? Now is your chance!

When presenting feature, benefits and advantages share some of your best practices. Also, take a personal challenge to try executing as many of your coworkers best practices as you can!

To respond to this post click on the comments link directly below this post.

Personal Sleep Evaluation Form

I don't do much blogging and don't consider myself to be a blogger but I thought I'd share with you a story from the other day. I had a couple come in the other day and the husband says he can sleep just about anywhere, and that his wife was the one with the issues sleeping. Well I started her out in the comparison center and when I asked if I could give her a personal sleep evaluation she said sure. Well as I'm asking her the questions, on almost every single one her husband chimed in with his responses, I looked at him and said I thought you were the one that could sleep anywhere. Well turns out after not wanting to be involved in the whole process they both became excited and they both agreed on the trailblazer PT. It's funny sometimes when you ask alot of questions how people who want to be disengaged can't help but to become engaged in whatever your talking about. Thanks CBC!

Joel West
Miami South

The New store wide ad is great!!! we are really making it easy for our customers to follow the road into there color. what other store, better yet, what other company can you go to and follow colors to your new mattress? i love this!! Its so easy and less confusing to us and our guest.
L Metzger
miami fl

The SWA, THE roadmap to $elling!!!

Not Just...another brochure, Not Just....another mattress store.

Not many retailers have guides to the layout of their stores. Can you imagine walking aimlessly through Disney World with no guide? Can you imagine the time you would waste, and all the magical things that place offers that you would miss out on??

Our specific vision with CbC is to create an experience that is fun, exciting, new, and easy when customers come in our store. With all that we offer listed up front, customers will not feel like they are missing out on something or like something hasn't been offered to them. It is all right there for them to see!! Also, when a customer sees a price up front, it lowers the odds that they will try to "haggle" with you, or get a deal. Do you ever hear of people asking for "discounts" in Department stores or grocery stores. No! That is because the prices are clear and out front. When customers see the price, that is more likely what they expect to pay.

The SWA is made of quality material, and you can tell that it is not inexpensive. It is important for EVERY customer to leave with one of these in their hand - buying or not. Why? FREE ADVERTISING, HELLO!??? If a friend or relative sees this beautiful ad in their car or home, they are more likely to gain BRAND recognition with Mattress Firm, and maybe start up a conversation about our stores!!!

We all know word of mouth is the best advertisement and we can promote this by creating an unparalleled buying experience for every customer, and sending those SWA's out the door with them!!!

Go get 'em!!!


~ Milcah Ray~

Area Manager
Miami - South

Mattress Firm Exclusives

We hear over and over again how important it is to present Mattress Firm Exclusives.
What does it mean to be exclusive? How do you present having an exclusive feature to your customers? What additional tips do you have as it relates to Mattress Firm Exclusives?

To respond click on the comments link directly below this post.

This weeks blog topic... What is the 'why' behind the store wide ad?

Blog on!

Welcome to Mattress Firm. We are introducing a new and exciting way to shop for a Mattress. Not only is it going to be simple, but we are having our Semi-Annual sale where you have the opportunity to save up to 200$ How exciting does that sound? To take the hassle out of shopping for a mattress. We have introduced the (4-C's) Comfort by Color Comparison Center. Once you find your comfort level all you have to do is follow your color, it is that easy. Congratulations, you are a blue. You have just eliminated about 85% of the beds in here.

MENTION THE SAVINGS AND DOLLAR AMOUNT

Geoff
Store # 2409

Troy from K.C.'s tourguide habits

Hello team, fellow mattressfirmians!

In response to the cbc blog assignment I came up with the following:

1. How often do you feel like a tour guide is trying to sell you something? Never. They are very informative, thourough, personable. Most importantly they are very alert to how folks taking the tour are receiving it. Are they understanding what is going on and what you are saying? Eventhough they have said the "spiel" 60 million times, they still put their unique twist into it.
You may have had a bad tour guide in the past, but...they don't stick around very long! They end up doing something else. Since we are tour guides, we definitely have to realize it's all about the experience. Thanks for reading. What are your comments?

week 2 blog... mentioning savings opportunities with CBC

Create your own Comfort by Color explanation and write down a few ways you might explain Comfort by Color to a customer while selling the sale at the same time!

Comfort by Color - Branding Mattress Firm

I visited a Perfume store on Wednesday, and since I was torn between several fragrances, I asked the sales associate, "What is the most popular one, what do most women come in and ask for?" She said, "They all want whatever is new." "The latest fragrance by LaCoste, or Ralph Lauren, they all just come in asking for the newest perfume."

Could this be a common thread in our buying culture? For example, why do people pay $8.50 to see a movie that JUST CAME OUT??? Instead of waiting 3 weeks and renting the same movie for $2.5o or possibly seeing it for free??

My point is that Americans like the "newest", and if we get as excited about having the "newest approach to sleep solutions in the entire nation" as we should, then it is easy to transfer that enthusiasm to out customers!

CbC is a huge breakthrough in the steps it takes to Brand Mattress Firm!!! This is our way of doing things, and no other retailer holds a candle to this "new" "fun" "easy" way of finding your sleep solution!!! But it's not the CbC that is going to get us to the next level, it is OUR excitement about it leaking out to each customer, and in time, into the community.

This is gold that we have!!! How will you use it??

~ Happy Selling

Milcah Ray - Miami South

Introducing CBC

"Welcome to Mattress Firm! Have you visited one of our stores before? Well you came at a great time where we have made buying a mattress EASY!!! It is a NEW process that makes it easy for you to choose your correct Sleep Set! As you can see our store looks a little like Sesame Street colorful and fun. There are 5 colors to match the 5 different feels in the mattress industry. What you will do today is find your Comfort and follow your color...it's that easy!!"

Luis - Miami South

CBC Introduction to the customer

AHHHH.....Mattress shopping so easy a caveman can even do it.

Whenever customers enter the store I personally ask them a ice breaker question. Which usually pertains to the weather outside. Because everyone can relate to the weather, right?? After I ask the "Ice Breaker" question I began to introduce the CBC comparison center. It goes a little something like this:
Of course after the Ice Breaker question, Welcome into the Mattress Firm, how are you doing today? Are you interested in something for yourself or a guest bedroom. Awesome, we have the fastest, coolest, and did i mention easyest way to shop for a mattress. Simply, we have desinated a specific color for a different comfort. (I begain to explain the color coded pillow pertaining to specific comfort level) You will be one of the fist in the Charlotte area to experience mattress shopping at it's easyest. All you have to do is lay down and find your color and follow your comfort level, it's that easy.


Geoff
Store # 2409

How I Intoduce CBC and Transition- Zach Williams Miami North

I have found that, if you walk up with the SWA and the PSE that can be overwhelming for you and the cutsomer. Trying to show the customer savings in the SWA with the current sale can be more difficult if you have to keep readjusting the PSE or keeping setting it down. What I have found works best, is walking up with the SWA and introducing CBC, show savings with current sale using SWA, and then handing the customer the SWA in order to be as transparent as possible as well as free my hands. I then transition to the PSE by asking if they mind if I ask them a few questions to help determine the best solution for their sleep needs. Most of the time they say yes, and with my hands now free I grad the PSE which I conveniently have hanging from a hook in the wall between the front door and the comparison center. This seems to be working by making it easier on the sales person as well as more comfortable for the customers as well.

Where at the Mattress firm, we have created an innovative way of Shopping for your mattress.
It's called CBC. We offer a spectrum of colors which which offers a certain comfort level for you.
It's easy and fun, just try all five and narrowed it down to color. " Now that Is Easy."


Major Miller, 2408