Using the new rules of selling to close sales more effectively

Sommer, Tim
August 2006
Furniture/Today;8/28/2006, Vol. 30 Issue 50, p14
Trade Publication
The author describes a method of selling mattresses designed to close sales deals more effectively. He points out that in selling mattresses, the rules change and always favor the buyer. He explains the "Ben Franklin" method in which salespeople make a list of the advantages and disadvantages of a buying decision. He notes that customers expect salespeople to offer the real value of a product. INSET: Old school versus new school.


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