I took a customer that was interested in the Freshwater that we had advertised because it was such a good value. After I demonstrated the mattress, I asked if they had ever taken a personal sleep evaluation. When they said no, I asked them if they would like to and they became very curious. When I sat them down and asked the questions, they realized they needed a better solution than what the Freshwater could provide. They discovered a Contoured selection would help them the most. They ended up going with an Advantage queen size that they had delivered that night!
I had a customer in which I was able to utilize the PSE between the intro and the comparison center. I have it hanging from a hook on my wall between my front door and my comparison center. By letting the customer know why I was asking I was able to relieve some of the remaining tension that they may have had. I was also able to utilize it again during the selection and funnel. The PSE helped me uncover the benefits that they were lookin for. By reinforcing the advantages that were important to them in selecting a mattress I was able to prevent them from going to shop at a competitor and actually make the decision at the first place they shopped. It's still awkward to use but the msot i force myself to utilize it, the more comfortable I get.
Zachary Williams STM 5205 Boca Ferderal Miami North
I believe the advantage of a product is the "why" of the product. Often times we get in a habit of telling our consumers what is in the bed and then stopping there. They will often times recognize the buzzword. For instance "memory foam". This peaks interest with the consumer because it has become a popular term in the industry. It is very important for the customer to understand "why" this is a great feature in the bed. My dialogue goes something like this..."Now this mattress includes an inlay of memory foam. It's nice to know that it is in there but is more important for you to know what it is actually going to do for you." Then I explain the benefits and advantages and how they tie into the customers needs/PSE.
3 comments:
I took a customer that was interested in the Freshwater that we had advertised because it was such a good value. After I demonstrated the mattress, I asked if they had ever taken a personal sleep evaluation. When they said no, I asked them if they would like to and they became very curious. When I sat them down and asked the questions, they realized they needed a better solution than what the Freshwater could provide. They discovered a Contoured selection would help them the most. They ended up going with an Advantage queen size that they had delivered that night!
Jared Harris
Field Training Specialist
I had a customer in which I was able to utilize the PSE between the intro and the comparison center. I have it hanging from a hook on my wall between my front door and my comparison center. By letting the customer know why I was asking I was able to relieve some of the remaining tension that they may have had. I was also able to utilize it again during the selection and funnel. The PSE helped me uncover the benefits that they were lookin for. By reinforcing the advantages that were important to them in selecting a mattress I was able to prevent them from going to shop at a competitor and actually make the decision at the first place they shopped. It's still awkward to use but the msot i force myself to utilize it, the more comfortable I get.
Zachary Williams
STM 5205 Boca Ferderal
Miami North
I believe the advantage of a product is the "why" of the product. Often times we get in a habit of telling our consumers what is in the bed and then stopping there. They will often times recognize the buzzword. For instance "memory foam". This peaks interest with the consumer because it has become a popular term in the industry. It is very important for the customer to understand "why" this is a great feature in the bed. My dialogue goes something like this..."Now this mattress includes an inlay of memory foam. It's nice to know that it is in there but is more important for you to know what it is actually going to do for you." Then I explain the benefits and advantages and how they tie into the customers needs/PSE.
Chris Salverson
239 Knox, Dallas
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