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This FTC Certification Program is designed for professionals who sell mattresses only. 69 specially designed modules will ensure that you'll be an expert in Mattress Sales, Selling Skills, and Customer Service.

These 15 modules were developed in partnership with the Mattress Guru, Gerry Morris. Mattress Sales Skills can be a significant part of your bottom line. You only get one chance with your customer and Gerry will help you get it right.

Includes 35 home furnishings sales skills modules that will give you the confidence to close every sale. You will learn to ask the right questions, handle objections, close sales, recognize buying signals, and much more.

These 19 modules teach you important customer service skills like telephone etiquette, dress and grooming, as well as goal setting and more. Become the professional that your customers deserve.

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Schedule A

Mattress Sales Modules

  • Introduction to Mattress Sales
  • Industry Overview
  • The Secret to Mattress Sales
  • Product Knowledge
  • Empowering Concepts
  • Needs vs. Wants
  • Guiding Principles
  • Making the Most of Your Day
  • Guided Discovery
  • Closing the Sale
  • Starting at the Top
  • How to Step Up to Better Quality Mattresses
  • How to Deal with Competition
  • Making the Sleep Connection
  • Warranties and Comfort Guarantees

Sales Skills Modules

  • Introduction to Selling with Service
  • Eliminate Your Fear of Selling
  • Introduction to Greeting the Customer
  • The Friendly Approach
  • The Purpose Statement
  • Approaches That Really Work
  • "I'm Just Looking"
  • Remembering and Using Customer's Names
  • The Re-Approach
  • You Can Sell the "I'm Just Looking" Customer
  • Reapproaching the "I'm Just Looking" Customer
  • Introduction to Discovering Customer Needs
  • Discovery Questions
  • Buying Motives
  • Listening Brings Success
  • Discovery Skills
  • The Importance of Active Listening
  • The Discovery Process
  • Sell More By Learning About Your Customer, Part I
  • Sell More By Learning About Your Customer, Part II
  • Introduction to Presenting Solutions
  • The Presentation
  • Using a Power Selling Vocabulary
  • Preparing Effective Demonstrations
  • Benefits Statements - Sell the Sizzle
  • Introduction to Closing with Confidence
  • Buying Signals
  • Closing the Sale
  • Closing with Confidence
  • Handling Objections
  • Answering Objections
  • Excuses and How to Overcome Them
  • Using Product Knowledge to Make Sales
  • Warranties and Protection Plans
  • Customer Follow-Up

Professionalism / Customer Service Modules

  • Introduction to Professionalism
  • Setting and Achieving Sales Goals, Part I
  • Setting and Achieving Sales Goals, Part II
  • How to Hit Your Sales Goal Every Day
  • Dress for Success
  • Courtesy
  • Using Tablets to Enhance Your Sales
  • Never Give Up
  • Courtesy, the Lost Essential to Success
  • Introduction to Telephone Skills
  • Prepare to Take and Make Phone Calls
  • Responding to Inbound Phone Calls
  • Create Engaging Conversation
  • Respond to Customer Complaints
  • Common Telephone Tasks
  • Business Card Marketing
  • Introducing Your Store's Credit Plan
  • Presenting Your Store's Credit Plan
  • Closing the Sale with Your Store's Credit Plan