Editor's Corner June 2013: Are You In Love With Your Customers?  - 5/30/2013

Without proper attitude, even superior sales skills and impeccable product knowledge can fail to create customer buy-in. So, what is an optimal attitude for retail salespeople?  

Bedding Anatomy 104: More Components  - 4/1/2013

The 10th installment in our Better Bedding & Mattress Sales series continues with a close look at the latex and gel used in mattresses, their features and benefits.  

Bedding Anatomy 103: Foam Used In Mattresses  - 1/10/2013

The 9th installment in Furniture World Magazine's Better Bedding & Mattress Sales series continues with a close look at foam.  

Building Your Dream Team By Wowing The Crowd - Part 4  - 1/10/2013

Rene’ Johnston-Gingrich finishes up her four-part series with a discussion of ways your sales team can “wow the crowd” by exceeding your customers’ expectations.  

Editor's Corner: September/October 2012 Issue  - 10/8/2012

How positive, empathetic and effective are your employees?  

Better Bedding & Sales Series - Part 8: Bedding Anatomy 102  - 9/25/2012

This time, we continue our exploration of mattress anatomy by looking at springs and their role in mattress support, comfort and durability.  

Building Your Dream Team By Teaching Product Knowledge  - 9/25/2012

Get the dream sales force you deserve by establishing standards, committing to ongoing learning and communicating the right information to your customers.  

Editor's Corner: July/August Issue  - 7/13/2012

Selling mattresses is about to get more adversarial.  

The Lost Secrets Of Scientific Selling - Part 2  - 7/12/2012

In the second part of this series we will examine the lost art of mastering our relationships with difficult customers. We will learn how to develop productive and mutually beneficial relationships with the toughest and most elusive personality types.  

The Merits of “Show & Tell”  - 7/12/2012

Sales personnel who fail to explain industry terminology and the unique features that benefit the potential buyer, frequently fall back on price and discounts to close the sale.