Of course there are those salespeople who find fault with whatever brand their stores carry. Customers, they insist can easily find another retailer who sells the same set and is willing to cut the price. If instead, their stores carry the less recognized brands, they complain that everybody is buying the more recognized brands. In either case, professional bedding salespeople find great success no matter what brands they sell. Perhaps that's because of the words my Ethan Allen manager told me years ago.
Customers go from store to store until they find a salesperson.
In a nut shell, that one saying contains the gist of what all the great sales trainers and educators have taught us down through the years. They do so through a confidence born of a keen knowledge of their bedding and that of their competition. They do so through skills and attitude. Above all, they do so by harnessing the synergism that resides Gestalt-like in the trinity of attitude, skills and knowledge, for they have come to realize that no one of those three amounts to anything all by itself. In the next part of this article we shall be discussing how salespeople can best sell whatever brand of mattress their stores happen to carry.