In the past day I received two emails from two different new salespeople thanking me for their initial mattress training. They then asked me what they could do to be as productive as fast as possible. My answers included both short term and long term strategies and tactics. Here they are!
Mentor- Model yourself after a successful salesperson. Find someone to help guide you (hopefully more than one).
Perspective- Never forget the first time you shopped for mattresses. If you remember the emotions and thoughts you felt then you will have empathy for your customer. That empathy will help you to engage your customer in a meaningful way that will uncover their desired outcomes which is the first step in any selling process.
Basic Knowledge- Learning the terminology for mattresses is a great place to start. Also learning the sizes is imperative. The Better Sleep Council is a great source for unbiased non brand specific information. Your customers use it and you should too. You can access it from here: https://bettersleep.org/
The Three Little Bears- “This one is too firm. This one is too soft. This one is just right!” Lay down on every mattress in your store and catalogue them in your mind from the softest to the firmest making special notes which mattresses have similar feels. Knowing how the mattresses feel in relation to each other is critical foundational knowledge for any salesperson. It enables you to direct the customer based on the feedback they give you.
Eliminate Confusion- One of the challenges we have when working with a retail customer is to narrow the selection based on good questions, comfort tests, and feedback from them. The easiest system is comfort selling.
Commitment- Top retail salespeople all have one thing in common. They are committed to their success. They view themselves as the president of their own sales company.
Shop Your Competitors- When a salesperson is new they should take advantage of their anonymity and shop their competitors before they get shopped. Shopping your competitors provides you with a wealth of information that will help you make more sales.