Wednesday, December 10, 2008
Funnel Down
Remember that a customer cannot purchase a mattress until they have funneled down their selection to 2 or fewer. If they can’t decide on a mattress, then how can they purchase a mattress? Write 4 or more questions you would ask a customer if they were stuck deciding between mattresses. Post your answers to the blog and be creative!
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Keeping in mind the exclusives and features of each mattress, I would ask,
ReplyDelete"Do you feel any difference in the firmness?"
"Do you see how these coils differ from those?"
"Which mattress do you feel gives you the best support?"
From there, when they are leaning towards one of them, I build on the exclusives and benefits that mattress will have to the customer.
Kim Ohlig
2932
Phoenix North