Over 146 Years of Service to the Furniture Industry

Furniture World Articles by David Benbow

Better Bedding & Mattress Sales: I Object Again!

Published: 11/29/2016
Here we will present a number of specific objections furniture and bedding customers can and will bring up.

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Better Bedding & Mattress Sales: I Object!

Published: 9/30/2016
Responding correctly to customer objections is a powerful and productive sales skill. Here’s how to do it right.

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Retail Bedding & Mattress Sales: Closing The Sale

Published: 7/7/2016
The start of Closing is the Presentation Step. Here’s how to do it right.

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How Much Do RSAs Matter?

Published: 6/2/2016
What’s the solution to under-performing sales associates?

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Steps of the Sale: Selection Step

Published: 3/25/2016
If not executed properly, the selection step can wind up badly for both RSA and the customer. Here’s how to do it right.

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Steps of the Sale Series: Qualifying Questions

Published: 1/4/2016
More qualifying questions RSA’s can use to keep the sale moving along.

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Good RSA, Bad RSA

Published: 11/27/2015
What are the most common mistakes you can stop your salespeople from making in 2016?

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Better Bedding & Mattress Sales: Qualifying Questions

Published: 9/28/2015
Part 6 of our Steps-Of-The-Sale series. Qualifying questions RSAs need to know to complete more mattress sales.

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Better Bedding & Mattress Series: Qualifying Questions - Advanced RSA Training

Published: 7/17/2015
Part 5 of our Steps-Of-The-Sale series. Do your RSAs fail to ask even the most fundamental qualifying questions?

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The Meet & Greet: Advanced RSA Training

Published: 6/9/2015
Part 3 of our Steps-Of-The-Sale series. The ‘Meet and Greet,’ is where the R.S.A. makes a first impression.

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Better Bedding & Mattress Sales: RSA Bedding Sales Training - Part 2

Published: 3/24/2015
This installment provides a checklist of everything your R.S.A.’s need to know, inside and out, about the background knowledge that supports and sustains the sales process.

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RSA Boot Camp For New Hires

Published: 12/30/2014
A structured, two-week training program for new bedding (and furniture) RSAs.

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What To Do About Those RSA’s In 2015

Published: 11/21/2014
Tips on how to find, hire, evaluate and compensate what could be your most important assets.

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Better Bedding & Mattress Sales: A Bed Seller’s Guide To Customer Service

Published: 9/29/2014
What policies should you set to respond intelligently to a customer’s (buyer’s) after-the-sale enquiries or complaints?

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Better Bedding & Mattress Sales Series: What’s On Your Floor?

Published: 7/9/2014
Ideas for merchandising your mattress showroom so you can show enough beds, the right beds, and the ones your customers want to buy.

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When To Bring In The Big Guns

Published: 5/22/2014
A retailer’s perspective on using an outside company to do a GOB, inventory reduction, cash raising sale or other high impact promotion.

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Better Bedding & Mattress Sales: Control Every Mattress Sale!

Published: 3/17/2014
The final outcome of the mattress sales process depends almost entirely on whether the RSA keeps control or gives up control to the customer. Here’s how to stay in control.

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Better Bedding & Mattress Sales: Sizing Up Your Competition

Published: 1/3/2014
How to get information on your mattress competition, profile them, and use this information to close more sales.

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Mattress Series: The Mattress Warehouse Part 2

Published: 12/10/2013
Here is a collection of ideas on how to arrange and run a mattress warehouse for optimum efficiency. This article can be useful as a check list when opening a new warehouse or as a training guide for new warehouse personnel.

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Selecting The Mattress Warehouse

Published: 11/11/2013
If you haven’t set up a mattress warehouse before, are looking for new/additional space, or want a quick review of important considerations, read on.

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Better Bedding & Mattress Sales Series: Shorthanded Again?

Published: 9/30/2013
Training new-hires, as every small and large store owner knows, is a problem that never ends. This article provides step-by-step instructions on how to structure a program for new hires that will set them up for success and longevity on your sales floor.

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