Over 154 Years of Service to the Furniture Industry
 Furniture World Logo

Get More Recliner Sales Tip #1 - Don't Be A "Stand-Up" Kind of Guy

Furniture World Magazine

on

by Bill Curtright, Director Furniture & Sleep fur Human Touch

When showing a consumer any type of recliner it is a good idea to first “size them up" to make sure the recliner they try is best suited for their body size.

Once you've ditected them to a chair that seems to fit, I always ask, “How does that feel?”  This open ended question checks to make sure that they are comfortable, and has the added benefit of engaging them in a conversation about comfort.

My next step is to sit in the chair next to them. It doesn't matter if the chair fits me or not, I want to be at their level, instead of hovering over them. At this point, I can demonstrate the recliner's features instead of just talking about them.

Each time the customer follows my instruction to puts the chair in a position, I ask “How does that feel?”  As long as the customer continues to provide positive feedback, they are that much closer to finding the right chair for them.
 


Billy Curtright is  Director – Furniture & Sleep  for Human Touch. Human Touch is a 30-year-old company and leader in producing the Perfect Chairs recliner that features ergonomics and zero-gravity. Human Touch also is the most-recognized brand in robotic massage chairs.  www.humantouch.com