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It is an acknowledged fact that different sales consultants (RSA's) generally have different approaches / selling styles when dealing with customers. However, in this instance the common denominator should always be to sell the right bed to the customer. My Bed Number coordinates the sales message and brings new sales associates up to speed in no time. It focuses on customer needs rather than on price and/or product. Herewith practical examples of two different basic sales approaches introducing My Bed Number to customers in-store:
 
APPROACH 1:
 
Customer: Walks into the bedding store.
 
Consultant: “Good day, how can I help”.
 
Customer: “I’m looking for a new bed”.
 
Consultant: “You’re welcome! Do you perhaps know your Bed Number?”
 
Customer: “What’s that?”
 
Consultant: It’s a computer program that calculates a unique Bed Number for you which helps you select the right bed. Let me show you how it works, it will only take a few minutes!” _ _ _ _ _ _ _ _
 
(consultant physically shows the customer My Bed Number App. on a portable Tablet PC or on Laptop or Desktop computer at the sales desk or workstation, reads the wording on/from the APP. screen which is self-explanatory (Interaction between consultant and customer takes place). The consultant then writes down the customer’s unique Bed Number (generated by the APP. from the required info input) on a personalised in-store ‘remember My Bed Number slip’).
 
Consultant: “Now I’m going to show you the beds identified by the APP. so you may rest test them to also choose a bed with the right COMFORT level for your body”. _ _ _ _ _ _ _ _
 
(consultant physically shows the customer the beds on the showroom floor with a Support Factor Index (SFI) Rating equal to and/or slightly higher than the customer’s Bed Number (depending on the size of the particular store’s bed range). Consultant points out the SFI Rating Discs on the product Features & Benefits (FAB) Sheets and points out specific additional features & benefits if/where required, i.e. special coil system, unique fabric, service warranty and guarantee.)
 
Consultant: “Now it is entirely up to you which bed you choose! You should be able to make a final choice and purchase a bed with the right combination of SUPPORT, COMFORT and LUXURY levels that also suits your budget”.
 
 
APPROACH 2:
 
Customer: Walks into the bedding store.
 
Consultant: “Good day, how can I help”.
 
Customer: “I’m looking for a new bed”.
 
Consultant: “You’re welcome! We use a unique software app. known as my My Bed Number which helps you select the right bed. It only takes a few minutes, let me show you!” _ _ _ _ _ _ _ _
 
(consultant physically shows the customer My Bed Number App. on a portable Tablet PC or on Laptop or Desktop computer at the sales desk or workstation, reads the wording on/from the APP. screen which is self-explanatory (Interaction between consultant and customer takes place). The consultant then writes down the customer’s unique Bed Number (generated by the APP. from the required info input) on a personalised in-store ‘remember My Bed Number slip’).
 
Consultant: “Now I’m going to show you the beds identified by the APP. so you may rest test them to also choose a bed with the right COMFORT level for your body”. _ _ _ _ _ _ _ _
 
(consultant physically shows the customer the beds on the showroom floor with a Support Factor Index (SFI) Rating equal to and/or slightly higher than the customer’s Bed Number (depending on the size of the particular store’s bed range). Consultant points out the SFI Rating Discs on the product Features & Benefits (FAB) Sheets and points out specific additional features & benefits if/where required, i.e. special coil system, unique fabric, service warranty and guarantee.)
 
Consultant: “Now it is entirely up to you which bed you choose! You should be able to make a final choice and purchase a bed with the right combination of SUPPORT, COMFORT and LUXURY levels that also suits your budget”.

                                                           

                               


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