What mattress salesperson needs to know. Why is it profitable to sell mattresses? Modern sales system for mattresses

Doing a business selling bedding products is a rational decision. Products of this class are classified as widely demanded. Even in a crisis, people think about where to buy a mattress and bedding. Moreover, the mattress can be safely attributed to the category of premium goods. Branded models made with orthopedic inlays are expensive and attract the consumer's attention.

What do you need to start a mattress business?

The main task of an entrepreneur is to choose a trading platform. This can be a stationary market or an online store. Working in virtual space is practical. This is a promising investment that pays off quickly and involves a minimum of risks. The organization of an online salon requires minimal money. In case of failure and loss will be minimal.

It is not necessary to focus on foreign products. Branded mattresses are expensive, and the fastidious buyer is unlikely to be ready to entrust their money to an unknown store. The products of Russian and Ukrainian companies are cheaper, and the quality of domestic brands is no worse. In addition, most “local” manufacturers are willing to contact dealers.

Benefits of orthopedic models

Orthopedic mattresses are sold at a predictable premium. This product is special and also useful. Back problems are familiar to every second inhabitant of the planet. An orthopedic bed becomes an optimal and versatile solution.

European manufacturers use advanced technologies in the preparation of products. We are talking about electric massagers, eco-friendly fabrics, a large number of auxiliary options and settings. You can make big money on these mattresses. However, we must not forget about advertising. Promoting a rare product during the global crisis is not an easy task.

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After a busy day, you always want to relax in comfort, wake up in the morning with a good mood and full of energy. The key to this is mattresses, on which a person spends almost half of his life. The value of springless structures ...

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Mattress myths are not born out of nowhere. By introducing a certain stereotype into the mind of the buyer, manufacturers and sellers of mattresses get an excellent opportunity to raise prices. So let's get down to common myths about mattresses.

Myths about mattresses and health

Any mattress on a block of independent springs is orthopedic and certainly good for health

This is the most harmful myth. Guided by them, you can not attach importance to the individual selection of the mattress. But just as a pair of orthopedic shoes is made for a particular foot, so the mattress must correspond to the person sleeping on it. Weight, age, sleeping position are important for choosing the base - the base, not the top filler of the mattress. Orthopedic, evenly supporting the spine, is only a properly selected mattress. Even the presence of a large number of springs in the block does not guarantee that they will support your back sufficiently, without kinking more than necessary.

Orthopedic mattress has a healing effect

This is an advertising-imposed myth. People want to believe that they can be healed in a dream. In television commercials of manufacturers of sleep products, we see doctors, recommendations of famous clinics, which in every possible way support this misconception. What is the truth? An orthopedic mattress keeps the spine straight, but only prevents the exacerbation of existing diseases. A comfortable mattress ensures a good sleep. Sleep, in turn, is important for the proper functioning of the endocrine system, good metabolism. And it's all.

The more springs in the block, the higher the orthopedic effect of the mattress

This is partly true. But let's see what the increase in block density gives. Diameter of one independent spring in a standard TFK block is about 6 cm, in a block there are 1000 springs per 1 sq. M. it is reduced to almost 3 cm. The two thousandth Micropocket block consists of the smallest, 26 mm springs. The difference is already small. But it would seem that every 3 centimeters of the body receives its support, the weight is better distributed. But there are additional factors to consider. The covers of the springs are fastened together, and there is still interaction between them - one compressed spring pulls the neighboring ones. In addition, thick (over 3 cm) or hard (coconut, sisal, horsehair) fillers of the mattress can noticeably smooth the relief. It is possible to speak of a significant increase in the orthopedic properties of mattresses with a large number of springs only if there is no coconut layer in it. According to the feelings of buyers choosing rigid and semi-rigid models in the cabin, mattresses for 1000 and 2000 springs differ little from each other. Soft fillings make the difference feel better. Mattresses with an increased number of springs have one undeniable advantage - they can support more weight.

It's good to sleep on a hard mattress

An absolutely harmful myth. It was formed in those days when the only alternative to a rigid bedding was a feather bed on a carapace mesh. In fact, a bed that is too not pliable, not able to repeat the relief of the body, only brings harm. During sleep, blood vessels are compressed, blood circulation worsens, especially in the area of \u200b\u200blarge joints. The person changes posture and loses the depth of sleep. In the “on its side” position, the spine bends upward, which is no better for the nerve endings than falling into a hammock. A hard mattress is suitable for very few people - athletic, young, sleeping on their backs or on their stomachs... Everyone else needs a firm but responsive base.

The myth about the benefits of sleeping on a firm mattress is that the spine is curved.

The mattress must have a winter and summer side

Not exactly a myth, but a misunderstanding that this is what makes the mattress more expensive. People think that the hard side is good for sleeping in summer, the soft side for winter, and they want to buy a model with these properties. But most mattresses already have different sides due to the inclusion of different fillers, coconut, latex, PP foam, etc. It is not called winter-summer. This design is able to give a person a choice of a more comfortable surface at home and in the summer heat, many prefer a more rigid one. But when selling, you may be offered a separate winter-summer option. This is how the padding in the cover stitch is determined. At your request, a synthetic winterizer or wool will be included in the price, although most mattresses have all the necessary properties without them. It is worth paying for additional side insulation only in a mattress with the same filling.

The whole process of active sales of goods and services is conventionally divided into sales stages and usually five classical stages are distinguished, these are stages of sales starting from establishing contact and ending with the completion of the transaction.

Sales stages (active sales process) guide for b2b managers:

Establishing contact
Identifying needs
Product presentation
Overcoming objections
Completion of the transaction

In addition, some actions, depending on the situation, can be completely skipped and still get the desired result.

In fact, at our trainings, we cut the entire process of active sales into separate frames, we make such a minute-by-minute storyboard of the entire sales process.

Therefore, we have each of these five classic stages of sales divided into several more small stages, one or two long, short specific phrases that you use in a live dialogue with the client.

We do this in order to make it easier for you to remember the sales technique of the stages from the first contact to the completion of the transaction and to quickly master the sales skills themselves, in fact, this is one of the chips of our sales school.

Let's go back to the classic division into sales stages.

Usually a manager needs to do all these steps one step after another in sequence, this is a classic sales manager's technique, then he can get the result.

The result is to sell, that is, to receive money from the client "for that super-duper vacuum cleaner or nano-excavator" that you usually sell to the client.

But life is such a thing that everything always does not go according to plan and this is absolutely normal.

Therefore, some stages in some sales for one reason or another in real life with a real client are skipped or cut down, or changed places. Some stages can be swapped and skipped, some cannot. More on this below.

These five classic stages of b2b sales are a scheme of the ideal sale, a kind of plan that is better to follow, remembering that in real life everything will definitely go wrong.

The main idea is that when there is a plan, which means you are prepared, so when you are prepared, it is very easy to improvise.

If, for example, you work in a car dealership (M, Leroy Merlin) and sell cars (vacuum cleaners, mowers), and a client stands in front of you with money and begs to sell him a car faster (vacuum cleaner, mower), because football starts at the stadium in an hour. Don't make him do a test drive.

Take the money, hell with this test drive, let him have time for football.

On the other hand, it is important to remember that if the customer does not like you (sales stage # 1 Establishing contact), he will not sell, he will buy elsewhere. Why? Because a person usually buys from someone who he likes and does not buy from someone he does not like.

Therefore, before selling, you first need to please the client.

Establishing contact - sales stages # 1

How to do it? Very simple. In the first 1-5 minutes of the meeting, you can easily solve this problem.

There is a three-plus rule for making contact.

It says: in order to please a stranger, you need to evoke positive emotions in him at least three times. You can easily do this with:

Non-verbal behavior (including smiling)
Make a compliment
Ask a question like "tell me YES!"

Establishing contact is also greatly facilitated by a business suit (it will be much more difficult to sell in fins and a diving mask), polished boots, a confident voice and goodwill towards the client.

After you have established a positive contact (this is about five minutes of time), you move on to the second stage of sales, Identifying needs.

Just make sure you're in front of the boss. Both the security guard, the driver, and the secretary can be interesting interlocutors, only you will not sell them anything, because they have no money, the boss has all the money. Who is a decision maker and how to correctly ask him the question "hey, are you the boss uncle?" read here.

Identifying needs - sales stages for salespeople # 2

You sell this stage of sales by phone or at a personal meeting must necessarily be earlier than the presentation stage, otherwise the deal is considered a failure.

The main problem of many sellers is that they immediately start presenting their product, telling how super and duper it is.

They usually do this knowing the stages of the sale, but they do it out of fear that they will have nothing to say to the client. If you do not talk about a product or service, then what to talk about ?! They are afraid of an awkward pause, silence, so they immediately begin to chatter, quickly give the client a lot of characteristics of their product.

Lazy salespeople love the needs identification phase. Lazy in the best sense of the word.

The more the client says, the more chances you have of selling him your super duper [your product name here].

The trick at the stage of identifying needs is to ask certain questions in a certain sequence and be able to give the client assent (active listening) so that he answers the questions with pleasure.

The recipe in a nutshell is this: about 20 questions, no more, mostly open questions, a little closed, a little alternative and a pinch of closed.

After you have completed the research phase and figured out what idea the client will part with their money for and buy [your product name here], you move on to the next sales stage, the presentation stage.

Here, too, everything is simple. At the presentation stage, you simply repeat the thought that is valuable to the client and for which he is ready to fork out and make a deal with you. He told you about this himself at the research stage.

By the way, a presentation is not a PowerPoint presentation. A presentation is any convenient place where you can “show the product with your face”: in a restaurant, while hunting, in a sauna, in an elevator, finally, a car, etc. etc.

The trick is that you express an idea voiced by the client with specially composed phrases.

These phrases link the characteristics of your product to a specific customer benefit. With the benefit of this particular client of a particular Ivan Ivanovich, and not all clients similar to Ivan Ivanovich who usually buy your ideal and wonderful [here is the name of your product].

There should be no more than 5-7 such phrases in the presentation of your product, the client will no longer be able to perceive.

Be sure to tell the client colorful stories about third parties at the presentation stage. About how cool it was with one of your clients, who bought from you, or how everything was covered with a copper basin from another, because he did not buy on time.

At our trainings, we teach how to tell selling stories, this is a special technique, it is used in politics, psychiatry and sermons in churches, that is, where the speaker's speech should convince other people of something. Yes, well, we also teach you this at trainings.

After you have made a presentation, in the classic division of sales stages, there is a stage of overcoming objections.

Overcoming objections - stages of selling goods and services No. 4

In fact, you need to work with objections at any stage of the sale of the goods or services that you are selling. The task of the seller is to anticipate customer disagreements, reducing their total number at all stages of interaction with the customer. Well, for those "no" that still remained, it is competent to cope with them.

The client will certainly argue and resist, the sale is made only after five or six "no" of the client is an established medical fact.

The main feature that helps to successfully overcome these obstacles on your way at the stage of selling goods or services # 4 is “agreement” with the client.

It doesn't matter what the client says, we "agree" with him.

We need his money, not a medal with the words "I [here your name] is right!" we don't need such a medal, do we?

This is an important point, please note - we are not agreeing with what the client is saying. Not with his words, but with the fact that "yes, my friend, you have the right to think so."

We show the client that we respect his opinion, whatever it may be. The client has the right to his personal opinion, we recognize this right, and then we apply a special algorithm to overcome his "no".

How to agree with a client who says "... your plastic windows are of poor quality"?

Very simple.

"Petr Ivanovich, I agree with you that the issue of quality when choosing a plastic window is very important ...." and then you go on, putting forward an argument FOR.

That is, when answering the objection, not boxing "The fool himself", but aikido.

In every industry, clients disagree on my experiences as a salesperson and sales coach in different ways. Well, simply because they sell windows, another customer sells steel pipes, the third one sells yellow bulldozers.

Well, see for yourself:

Why do you have such expensive windows?

Why do you have such expensive steel pipes?

Why do you have such expensive yellow bulldozers?

See, they cast a little.

But regardless of the industry, there are about 20 - 30 of the most common "no", no more. That is, every time the same "no", everything is very simple, whether it is sales of cars, trucks or power equipment, sales of houses from a bar, sales of commercial equipment or sales of services.

Once you have mastered and overcome the client's no, you move on to closing the deal.

Completion of the transaction - stages of sales No. 5

At the stage of completion of the transaction, you simply gently nudge the client towards what it is time to buy.

Of course, there are small nuances of how to do this, but the general meaning is this: stop presenting when it's time to finish. Easily go to the completion of the transaction, invite the customer to make a purchase.

There are several simple techniques for doing this, for example such as a sample:

After you've done your presentation, you make a short summary of what was said:

“So we looked at this and that, Petr Ivanovich, tell me, which of this did you like the most? (PAUSE, waiting for the client's response).

Usually the client liked at least something, otherwise he would have kicked you out the door long ago. Here the client, seeing that you have stopped and expecting some kind of answer from him, understands that he must give birth to something in return, he says something like: “Well, you have that shiny crap on your tractor / mower / intergalactic the vacuum cleaner [here, in general, the name of your product] seems to be nothing. " Then you ask the following question

How do you like it in general? (PAUSE, waiting for the client's response)

Once the client liked at least something, then in general it will be easier for him to convince himself that he likes your whole whole [here is the name of your product], so the client usually answers this question also positively or hums approvingly or nods in agreement head. Next, you ask the following question

Peter Ivanovich, Do you want to clarify something? (PAUSE, waiting for the client's response)

If yes, please specify, if not, then ...

"Petr Ivanovich, I am very glad that you liked everything, and then the only question left for us to discuss ...." further some particulars (for example, pickup or our delivery?)

PS So that the topic of 5 stages of sales is better deposited in my head, here is a video not about sales, about positive ☺

test a friend for a positive attitude towards life, send a link to a video to a work colleague ☺

Sales stages - Executive Summary, i.e. PPPS, or more simply - ZYYY

The Sales Stages will help you remember the sequence of what needs to be done in order to sell and effectively apply these stages of the sales technique in real work with your customers.

When selling, remember that your bonuses are not only in this first sale, but also in many repeated ones. Therefore, do not promise too much, meet the expectations of customers and you will be happy.

In sales trainings, we memorize with visual images (imagine now a polar bear wearing a yellow soccer jersey with “Just Do It.” Written on the chest).

The images are generally something like this, sometimes a little less decent, help to quickly remember the necessary information for many (but not for everyone - if a bear in a T-shirt is OK, it will help you, if not OK, then it's also normal - it's just not your method), we have others ...

Without a needs identification step, your presentation is not worth a dime. Find out what the client is ready to buy for and sell him his idea.

By stage 2, we give two question methods for identifying needs and a couple of useful tips for them, and by stage 3, one technique "we speak the language of benefits and benefits."

This is very brief about stages of sales, the most important thing for a sales manager to remember is that the sweetest customers are regular customers.

Why are regular customers the sweetest?

Because they do not need to be looked for as new ones (you already have all their phones, passwords and accounts), and they do not need to be persuaded, they come and buy again and again, and you get your bonuses for them again and again.

In order for the client to make a second purchase, remember that your task is not to correct * your product to him, but to sell something that will solve the client's problem. Then he will be satisfied and will come to you again, buy again and, therefore, will bring you your bonuses again.

* To steam it means to promise, muddle, confuse, lie three boxes. Say, for example, that with the help of this new nano-application on the iPhone, you can now seduce any girl. Who would refuse such an application? No one. Everyone will buy. And what's next? They will stuff the face and the second time they won't buy the software from you, you will need to look for new l ... c.

Shhhh! This is the secret of the profession of sales managers

Salespeople who take life too seriously and try to do everything right usually earn less than those who are bully in life (Shhhh !, this is the secret of the sales profession, no one will tell you about it).

Articles on related topics:

Source: http://wintobe.ru/etapy-prodazh.html

Orthopedic mattresses are the right choice for everyone who cares about the quality of their sleep

We offer a wide range of high quality orthopedic mattresses, which are considered essential for healthy sleep. Buy an orthopedic mattress for a bed in the matrases online store.

ru you can right now.

Each product, which can be selected and purchased on our website, is capable of providing complete rest in comfortable conditions, evenly distributing the weight of a sleeping person over the surface, thereby completely relaxing all muscles.

Orthopedic mattresses are subdivided into spring and springless.

The features of springless models include:

durability - the average service life is about 7 years;
comfort, especially when combining fillers such as natural latex and coconut coir in the mattress. If the mattress is made of only one of these fillers, then it will be inferior in terms of orthopedic effect and / or comfort. Due to the high rigidity, coconut mattresses do not differ in comfort, while latex mattresses, on the contrary, are too soft and significantly inferior in orthopedic characteristics. When choosing a mattress, you should focus on the level of orthopedic effect of each individual model and compare it with your needs. It is very easy to buy an orthopedic mattress in Moscow with delivery by placing an application on our website.
the price of springless mattresses is low (from artificial materials 7-15 tr., from natural materials 20-40 tr.), many models are quite comparable with some mattresses based on independent springs (characterized by a sufficient level of orthopedics).

Features of spring mattresses:

Spring mattresses can be made on the basis of dependent or independent spring blocks.

The main difference is the action of the springs under load.

Dependent springs (also called Bonnel) are intertwined (intertwined) with each other, so the movement of one spring causes the others to move.
The independent springs are not connected in any way, but on the contrary, each of them is placed in its own fabric cover. That is why such springs individually respond to the load from the weight and also individually affect various parts of the body of the lying person. Of course, a larger number of springs per square meter provides a mattress with a greater orthopedic effect - with an increase in the number of springs per square meter, their diameter decreases, which makes it possible to repeat the profile of the human body as accurately as possible and provide anatomical support.

The advantages of mattresses on dependent spring blocks include their low cost compared to other types of mattresses (up to 5-10 tr.). Their average service life is only 5 years.

There is practically no orthopedic effect in such mattresses, so if you care about healthy sleep, then we recommend choosing a mattress with independent springs.

Mattresses on independent springs are divided into 3 classes:

Medium - the number of springs in such mattresses is from 250 per square meter. In accordance with the name, such products are characterized by an average (in principle sufficient) level of orthopedic properties and are the most optimal in terms of price / quality ratio (10-30 tr.). The service life is 7-10 years.
High (also called "multipack") - from 500 springs per square meter. The orthopedic effect of such mattresses is very high, as well as the level of comfort. The price of such a product is 30-45 tr. In this category, one more type of mattress with the highest orthopedic effect stands out - "micro package" - from 1000 springs per sq.m. The price of such a product is from 40-50 tr. The service life of "multipackages" and "micropackages" is over 10 years.
Spring-in-spring mechanism - small springs are placed inside large springs. Such mattresses are convenient to use when the difference in the weight of the sleeping people is more than 50 kg, when a person with a lower weight is supported by large springs, and for a second one, who pushes large ones, small ones are included in the work.

Please note that some manufacturers in the product descriptions indicate the number of springs NOT per 1 square meter, but for 1 berth, this is approximately 1x2 m, respectively, there are 2 times more springs for 1 berth.

Mattresses on independent springs are suitable for people with diseases of the musculoskeletal system, but they are no less perfect for absolutely healthy people, ensuring the prevention of such diseases. The same applies to the springless mattresses described above.

Fillers for orthopedic mattresses:

Natural ones - such as latex, wool, coconut coir, sisal fibers in terms of comfort and orthopedic characteristics, are significantly ahead of the second group - artificial.
Artificial latex, polyurethane foam (polyurethane foam), memorix, struttofiber, are inferior to natural ones, with the exception of memorix, which has the effect of “memory” (repetition of the sleeping position), due to which it is considered one of the best orthopedic fillers.

We directly cooperate with the best domestic and foreign factories, whose products have already won deserved respect among demanding Russian consumers due to their impeccable quality. Therefore, you can buy orthopedic mattresses from the manufacturer at low prices.

Several reasons why it is worth buying a mattress from us

You can order an orthopedic mattress in the Moscow online store matrases.ru at any convenient time, without leaving your home or without leaving your office.
We offer a wide range of models for adults and children from leading manufacturers. The collection is regularly updated with new models.
Selling good orthopedic mattresses is the main direction of our professional activity. We value the trust of all our customers, therefore we offer only the best.
We have a very convenient catalog of sleeping orthopedic mattresses for a bed with prices.
Each model is represented by a high-quality photograph (on which you can see a cross-section of the mattress) and a short description.
Prompt delivery of products to the address at a convenient time for the customer. For most products, delivery within the Moscow Ring Road is free.
The prices in the online store of sleeping mattresses matrases.ru are available to everyone.
In addition, in our store for a significant part of the range, promotions and discounts up to 50% are regularly available!

We do our best to make cooperation with us as convenient, pleasant and beneficial for each client as possible.

Source: http://www.matrases.ru/%D0%BF%D0%BE%D0%BB%D0%B5%D0%B7%D0%BD%D0%B0%D1%8F-%D0%B8% D0% BD% D1% 84% D0% BE% D1% 80% D0% BC% D0% B0% D1% 86% D0% B8% D1% 8F /% D1% 85% D0% B8% D1% 82% D1 % 80% D0% BE% D1% 81% D1% 82% D0% B8-% D0% BF% D1% 80% D0% BE% D0% B8% D0% B7% D0% B2% D0% BE% D0% B4% D0% B8% D1% 82% D0% B5% D0% BB% D0% B5% D0% B9-% D0% B8% D0% BB% D0% B8-% D0% BA% D0% B0% D0% BA-% D0% BF% D1% 80% D0% BE% D0% B4% D0% B0% D1% 82% D1% 8C-% D0% B1% D0% BE% D0% BB% D1% 8C% D1% 88% D0% B5-% D0% BC% D0% B0% D1% 82% D1% 80% D0% B0% D1% 81% D0% BE% D0% B2 /

Effective sales system for mattresses

My company has been producing and selling mattresses for a very long time. We have always considered ourselves to be professionals in this matter. The staff has extensive experience. However, we looked at the sales results of some companies, and there is a feeling that we are doing something wrong. We entered the market earlier than many competitors, they passed us as "worthwhile". Competitors sell a lot more than us, and I won't say that their mattresses are better or cheaper.

Moreover, these companies manage to carry out the development of the dealer network, constantly expanding it, but we cannot.

We also have several dealers, but it is rather difficult to work with them, because, firstly, they dictate their conditions, and secondly, competitors are constantly trying to offer them their products, interrupting our offers.

Dealers don't really care what they sell, the main thing is to earn more from the mattress. How do you think how competitors can get better results than ours?

Modern sales system of mattresses

Very often the secret of success is the mattress sales system. It allows you to get synergy and, due to this, squeeze much more out of the same elements, and with less effort. For example, 5 sales specialists working within the system give a much higher result than 5 specialists who work without the system.

Most likely, competitors have it, but you do not have it. Another advantage of the system is that it significantly speeds up and reduces the cost of all processes, allows the mattress market to develop. As a result, while you are thinking how to do something, the competitor has been doing it for a long time. He bypasses you at every step and you get only those customers to whom he has not reached, or who are simply already beyond the power of his sales system.

Let's give an example. Two trucks with watermelons arrive. 5 loaders are going to unload one of them, each of them unloads watermelons by itself. He goes to the car himself, takes a watermelon and carries it to the warehouse. The second is being unloaded by 5 loaders, but not separately from each other, but within the framework of the “watermelon unloading system”. They become a chain and simply pass watermelons along it.

I think you have already guessed who will unload the watermelons faster and how much faster. Moreover, the second team will not only unload watermelons faster, but also spend less resources on unloading. The mattress sales system is an analogue of the "watermelon unloading system", but only more advanced. You need to build something similar if you want to get the same result as your competitors.

The role of the sales system

The good thing about the sales system is that it can be constantly improved and adapted to new conditions, as well as scaled very quickly, not only expanding the scale, but also quickly narrowing it down. When there is no system, everything goes by gravity, nothing can be controlled, nothing can be influenced. When there is a system, then everything can be controlled. Within the framework of the sales system, you can use different tools, while if it does not exist, then it is simply unrealistic.

For example, you can use an inexpensive landing page, as well as a dealer book. It is a dealer tool that allows you to quickly develop a dealer network using dealer logic. Dealers' logic is simple - less effort, more fat. The main effort is the study of the product. But they will not do this, because it is a waste of their time.

Studying a product for a dealer is a waste of time, because any time that is not spent on getting money is wasted

Studying a product for a dealer is a waste of time, because any time that is not spent getting money is wasted. Therefore, even if you offer dealers a good product that needs to be dealt with a lot, they will most likely refuse. In order for dealers to work with your product willingly, they need to be given a ready-made sales tool. As you already understood, the dealer book is this desired tool.

It unloads the dealer as much as possible from what is not typical for him, freeing up almost all of his time for sales.

Apparently, your competitors offer a similar tool to dealers, as a result of which they very quickly negotiate with them that they sell their mattresses.

It should also be noted that mattress sales system can only produce maximum results if mattress marketing, mattress advertising and mattress branding are applied.

Need more information on effective marketing? Go to the sales consultant and read ready-made free consultations. If you do not find the answer to your question, you can get personal advice on sales. Want to get advice on your issue? Click "ask a question".

Source: http://noomarketing.net/sistema-prodazh-matrasov

Active sales technique

In this article, you will learn:

What are active sales, and when they apply
What are the main stages of active sales
How to use the active listening technique correctly
How to deal with bounces in active sales
What are the typical mistakes managers make in active sales and how to deal with them

The goal of any business, whether it is selling toys or large equipment, is to make a profit. To achieve it, various tools are used to promote products on the market, expand the circle of consumers and, ultimately, gain a leading position in its segment.

One of them is the technique of active sales. The essence of this tool is the seller's ability to convince the buyer of the need to purchase a product that can satisfy his needs. Managers, sales representatives and sales consultants must necessarily own the technique of increasing sales.

Who needs an active sales technique and when

Active sales Is a type of interaction between a seller and a buyer, in which the initiative comes from the one who needs to sell their goods or services. The peculiarity of this technique is that the consumer may not even know about the existence of this product.

A distinctive feature of the active sales technique is that the client did not plan to purchase, but was convinced of its necessity in the process of communicating with the manager. At the same time, the seller in many cases faces the task of not only direct implementation, but also an independent search for buyers.

The most developed area of \u200b\u200bapplication of the active sales technique is the b2b ("business-to-business") segment. This is where it delivers the best results at the lowest cost. When selling goods or services to corporate partners, it is much more efficient and cheaper to offer them directly using this technique than using mass advertising.

A very important feature of active sales- the client's lack of an urgent need to purchase. When it exists, he himself searches for a product or service. With the help of this technique, either the promotion of new products unknown to the consumer takes place, or the sale of goods and services in a highly competitive environment. How to find out the hidden needs of the client? Find out on the training program "SCHOOL OF TRAINERS".

The area of \u200b\u200bapplication of the technique of active sales is extremely wide. However, its use is not always justified. When it comes to the sale of consumer goods to individuals (the so-called FMCG), it is more expedient to act differently.

A point of sale with constant traffic and competent marketing will bring higher profits than using the active sales technique.

Conversely, if you need to promote a specific product in which a narrow circle of consumers is interested, it is more profitable to call a few large potential buyers than to invest in advertising.

As already mentioned, the active selling technique is most widespread. in b2b segment:

Sales representatives... Their task is to promote the product by offering directly to retailers. Traveling to shops and trading firms, managers conclude agreements on long-term cooperation. The technique of active sales is presented here in direct communication between the merchant and the buyer. This is a fairly developed market segment with a large number of people involved. Competition in this area is quite high, not only between different sellers of similar goods, but also between agents of the same company.
Telemarketing for small and medium businesses... The technique of active sales through telephone calls is very widespread. In a similar way, both various services and some types of goods are sold. Telemarketers, in the process of communicating with the client, lead him to the need to purchase a particular product.
Sales of expensive business equipment... Trading in specific goods requires a long, multi-stage preparation, starting with a call to a potential buyer and ending with the signing of multi-million dollar contracts. Compliance with the technique of active sales is necessary at every stage.
Sales of goods to other countries and cities... Promotion of products to remote consumers using telephone or e-mail negotiations.

For b2c ("business client") segment the use of the technique of active sales is also possible. Its use is especially justified at the stage of promoting a new product. However, some companies have put active sales techniques at the heart of their existence. This is a well-known network marketing, when consumer goods are offered directly to an individual, bypassing retail.

Types of active sales to individuals:

Telephone sales... This type of trade is widely used in the sale of various goods and especially services (Internet providers, cable TV, kitchen appliances, maintenance of plastic windows, etc.).
Internet sales.
The network provides unlimited opportunities for promoting products using the technique of active sales.
Apartment bypass... This method is gradually becoming a thing of the past due to its low efficiency.
Various promotional activities.
Active sales on the streets or in shopping malls using various means of attracting the attention of customers, for example, sound reinforcement technology.
Public transport vendors. Traders offering small goods to commuters and metro passengers. They can rightfully be considered the pioneers of the active sales technique.

Learn: how to properly clarify customer objections. Find out on the training program "SCHOOL OF TRAINERS".

Active selling technique: pros and cons

Positive factors of active sales:

Creation of a consumer base with the aim of stable sale of goods.
The buyer can become a regular customer thanks to the efforts of the seller.
Constant contact with the consumer.
The possibility of increasing sales due to the use of active sales techniques.
The emergence of the buyer need to purchase goods as a result of the influence of the manager.
The ability of the seller to use his personal qualities to achieve the goal.

Negative factors of active sales:

A manager's earnings are directly related to sales growth.
Communication with a large number of potential consumers.
High requirements for the personal qualities of specialists.
The need to train personnel in the technique of active sales.
Improving standards of communication with prospective buyers.
Control over the compliance of personnel with the requirements.

What is the technique of active sales: the main stages

Stage 1. Establishing contact.

Whether or not communication takes place depends on the successful completion of this task. Therefore, in the technique of active sales, special attention is paid to this stage.

The famous the rule of three pluses will help in establishing a friendly atmosphere. By evoking positive emotions in a stranger three times, you set him up for a positive attitude towards himself. Naturally, depending on which type of active sales is used, the ways of creating a favorable impression will be different.

In personal communication, a presentable appearance, a smile, a compliment to a future client is of great importance. If you are communicating over the phone, a pleasant voice, a friendly tone, and courtesy during the conversation play the main role. For active sales via the Internet, the decisive factor can be a technically competent website design and a detailed description of the product.

Having established contact with the prospective consumer, you should find out if he needs your product. The active selling technique does not imply a negative answer to this question.

Stage 2. Identification of needs.

This stage sets before the manager the task of bringing the buyer to the idea that the product or service you are offering is in dire need of him. This is one of the key points of the active selling technique.

The main problem for many sellers consists in the premature presentation of the goods. In an effort to grab the customer's attention, managers give out a lot of information, extolling the merits of the product. This is what they consider to be central to the technique of active sales.

However, without preliminary preparation of the listener, such eloquence often goes to waste. The client can interrupt the conversation by refusing to continue communication. To avoid this mistake, do not skip the needs identification step.

As a result of using the technique of active sales, a potential client should get the impression that he himself made a decision about the need to purchase a product.

The most effective way to get someone to buy your product is to ask. The technique of active sales is based on this. With a competent approach and skillful formulation of questions, a person has no choice but to answer them. The more the client says, the more chances you have of selling your product to them..

By asking questions in a specific sequence and responding correctly to the answers ( active listening), you will ensure that the buyer himself tells about his needs. You will only have to skillfully present your product as the only possible means of their satisfaction. In this case, the active selling technique will fulfill its function.

Stage 3. Product presentation.

Once you've identified the customer's needs, you've prepared them to learn about the benefits of your particular product. At this stage, you simply repeat the thought that is valuable to the client,and finally convince him of the need to complete the deal.

The technique of active sales involves product presentation. The product should be presented depending on its specifics, using all kinds of listener's attention and applying various psychological techniques. The purpose of the presentation is to visually demonstrate the merits of the product.

An obligatory point should be an indication of the benefits that the buyer will receive by purchasing your product. For this, professionals use their own statements from the client, obtained at the stage of identifying needs. It is the individual approach that appeals to all people that is one of the distinctive features of the active sales technique.

The presentation should not be too long, so as not to tire the client. Enough 5-7 sentences characterizing the product and proving the need to purchase it. Specialists in active sales techniques do this masterly.

At the presentation stage, it is imperative to tell the client colorful stories about third parties... Their content should clearly show the benefits that consumers have received as a result of purchasing your products.

The active selling technique takes into account that people are always guided by those around them, which means that such stories motivate them to buy your product.

In addition, few people like to be a pioneer, and stories about the successful use of a product or service by third parties reassure and set you up for a deal.

Even the most successful presentation does not guarantee that the consumer will not have questions and objections about the purchase of a particular product. Therefore, you should be ready for the next stage of the sales increase technique.

Stage 4. Dealing with objections.

The client can express his doubts throughout the conversation. Knowledge of the technique of active sales allows the manager to tactfully suppress objections, reduce their number, overcome the resistance of the buyer and, as a result, lead him to the transaction.

Objections will certainly be... Consumer protest against a purchase offer is an indispensable element of active sales. It is natural for a person to have a positive attitude towards his own decisions and to resist if they are imposed from outside.

The task of the manager is to use this technique to convince the buyer that his opinion is very valuable to you. No matter what the client says, we agree with him.Thus, you make the person feel his independence and the right to make independent decisions.

This is one of the key points of the active selling technique.

However, agreeing with the buyer's objections, you must give your counter-arguments, which will convincingly prove to the consumer the need for the purchase.

After you have dealt with the client's resistance, the final moment of active selling comes.

Stage 5. Completion of the transaction.

The logical result of the use of the technique of increasing sales is the fact of purchasing a product.

You prepared the client, talked about the merits of the product, and parried his objections. There comes a moment when it becomes clear that stop presenting, it's time to finish... There should be a direct offer to buy the product.

The active sales technique involves several options for obtaining consent to a transaction. For example you make a short summary of what was said... It is worth drawing the buyer's attention to the advantages of the product that he noted for himself and voiced in a conversation. Once again, in accordance with the technique of active sales, by reminding him of the benefits that this product will bring him, you thereby push the client to the idea of \u200b\u200bthe need to purchase.

After that, the transaction is completed.

And you still don’t know about the 8 stages of sales techniques, you should be ashamed. It is so shameful that the study of this article for you should rise to the level of the prayer "Our Father". But you may have a counter question: "Why should I know them, if even without them we have sold and are selling well?" Quite reasonable!

Indeed, why do you need to know them, because the less you know - you sleep better. And it will be easier for competitors to sell their products, right?

What should be the stages

Knowledge is power, friends. Strength in understanding what separates first place from second place in competition. Okay stop! I went into philosophy.

Let's return to the topic “How to sell well and quickly”. To reach a new frontier, you need to use 8 stages of sales. According to the classics, we know of them only five stages (knowing does not mean understanding):

Establishing contact;
Identifying needs and goals;
Presentation;
Work with objections;
Closing the deal.

For many successful transactions, these 5 main stages are enough, but we recommend always adding three more with our clients.

And it's not about quantity, but about the quality and efficiency of transactions. By the way, these stages are very simple, most likely you even use them unconsciously in your work:

Upsell;
Taking contacts / recommendations.

All of these eight stages of client management are certainly classics in trading. These are the main stages of the sales process.

It was not my task to surprise you or discover America. With my material I will put everything on the shelves and present the most important things. But remember, learning to sell from books is the same as playing football - impossible. Any theory should be fixed in practice within 72 hours.

Sales rules

I remember the slogan of a computer game in 2000: "The main rule is no rules." But this is not our case.

Even if we work with real people and they have seven Fridays a week, all the same, for everything to go smoothly for you, you need to adhere to certain sales rules:

Strict consistency. You move from top to bottom in stages and nothing else;
Don't skip steps. Each step is a lead to the next, so one does not exist without the other;
Customization for the client.Each sale has its own characteristics and must be taken into account;
Full execution.You do each step not for show, but for the result.

All these rules are unspoken, but in my opinion they are very important. Now you may not give them any value, but all this is due to the lack of a full understanding of each stage.

Sales Technique Stages

We constantly see examples of how the “smartest”, at their discretion, throw out blocks from the sequence and believe that this will be more correct. Naturally, the most uncomfortable or labor-intensive stages are eliminated.

But you and I know that each stage is of exorbitant value and must be performed correctly. Therefore, we analyze the description of each step separately and never again make such misunderstandings.

Stage 1. Establishing contact

In less advanced countries of the third world, when you enter a store or call by phone, without a greeting, they immediately say from the doorway: "What do you need, dear?"

I hope Russia will not slide down to that (although I am sure we have this too). But still, before starting to identify the need, you need to establish contact with the client. Here are your options for duty phrases:

When calling: "Good day. In-scale company. My name is Nikita. Listen to you?"
When meeting in the trading floor: "Hello. My name is Nikita. If you have any questions, please contact. "
When meeting with a client: "Good morning. My name is Nikita. In-scale company. Since we have met, then, as I understand it, you have a potential interest in our proposal? "

This is a very simple and primitive step. But nevertheless, it is necessary and has its own nuances. For example, when making an outgoing call, it is very important for us to say hello, otherwise the client will simply hang up the phone with the words “Another manager”.

Also, for example, in the case of sales on the trading floor, we need to show with our greeting that we will not "sell" anything now, but simply greet the person.

Of course, the contact does not end there, one might even say it is just beginning, because during the entire sale we must continue to get closer to the client every second. But within the framework of this entire article, I will not be able to reveal all the nuances of each stage, because depending on the situation they will be different. Therefore, be sure to also read our materials.

Stage 2. Identifying needs

“What do you need, dear?” - Let's return to this phrase and adapt it to the realities.

In fact, we want to get the answer to this question in the needs identification block, but since clients are not very talkative, or cannot explain what they need without clarifying questions, at this step we ask questions.

Since most craftsmen try to skip this block, I want to repeat MANY, MANY, MANY times that it is the most important. If you identify the need correctly, then you will not have any problems with further steps, everything will go like a knife through butter, like skates on ice, like a marker on a board, like ... I hope you understand me.

We ask questions in order to get plenty of information about the client's “wishes”. We ask not one, not two, not three questions, but four or more.

I also specifically focus on this, because one question cannot reveal everything. Therefore, for fans of ready-made solutions, I recommend asking 4 questions from at least a series:

For what purposes do you select?
What is the most important thing for you when choosing?
Do you have any color / shape / size preferences?
Why are you interested in this particular model?

Important. In order for the client to respond compliantly to you, program him with the following phrase: “Joseph Batkovich, in order for me to choose the best conditions / suitable option for you, I will ask several clarifying questions. Good?"

Depending on the case of sales, your questions may prevail, both open and closed.

That's right, it didn't seem to you. In the opinion of the majority, open-ended questions should always be asked. But this is not always true. For example, at the beginning of a personal conversation (at a meeting or in the sales area) it is better to start with closed questions (the answer is “Yes” or “No”), since the client is not yet tuned in for an open and full-fledged conversation.

On a note.To make this stage look alive, after some questions, you need to insert your comments about the client's response or make mini-mini presentations about the product.

Stage 3. Presentation

You will be just the perfect manager if you use the knowledge gained from the previous step in this step. You need to show the best solution for the client based on the information received.

Depending on the case, you present either one product or several of the most suitable ones. But there should not be too many of them so that the client does not get confused (see the video below).

To make a truly great presentation, you need to know the product well. If you are an owner, then you will not have any problems with this. In the case of employees, problems can come from all sides, so it is recommended to constantly conduct product knowledge certification.

And by the way, where the final action will be a presentation on the Elevator Pitch technology.

It would seem that such a simple stage, but it requires extensive preparatory actions. As I said, you need to learn information about your product, you also need to take small courses in acting and public speaking, and all this should be reinforced by studying books on human psychology. To make it easier for you to get started, here are three very important presentation rules:

Speak the client's language... Use his words, phrases, sentences. This way he will understand you better and perceive you as a “soul mate”;
Name more than properties... But also . People do not always understand what properties mean and what exactly is its benefit;
Use the "you-approach"... That is, you will receive / For you / for you. More mentions of the client rather than yourself (I / We / Us) will give more meaning.

These rules are just three stones in the quarry. But then you saw that it is not so simple.

And yes, any presentation should be closed with a question or a call to prevent the client from backing down or taking over the initiative. Moreover, these actions can be both prompting to close the deal (“Let's go to the cashier”), or simply clarifying (“What do you say?”).

Stage 4. Dealing with objections

Stage 5. Up-sell / Cross-sell

After working out all the objections, we have two options for events: the client, after a series of doubts and choices, agrees (almost agrees) to the purchase or is dear to him. We do not consider the option “Not suitable”, since you must have a lot for this case, otherwise your business was not built correctly from the beginning.

In the case when the client is "Expensive", moreover, this is a fact, and not a hidden objection, we offer him a more profitable option for his budget.

And when the client made the decision to buy, we definitely need to offer him to consider a more expensive alternative, thereby the company's profit. Offering a cheaper alternative is not a big deal, and besides, it's easier to sell.

But with (transferring to an expensive product), everything is much more complicated. And don't even think of saying that you can offer a more expensive product at the presentation stage. This is also logical, but not always true.

If the client initially doubts, then we need to first convince him of the purchase, and only then transfer to a more expensive product. Indeed, in some sales, especially in cold ones, it is much more important to warm up the excitement for purchases at the start, to make the client enter this state and decide that he will work with you.

And only then, when the level of trust has grown, the “warm” one can be shown a more beneficial solution for you.

Stage 6. Closing the deal

All the client's doubts are closed, and logically, we only need to say where to carry the money. But in reality we see a different situation: managers are playing for time so as not to get rejected. But in fact, the client is already ready and just waiting for you to finally pull yourself together and tell him what to do next.

This stage - the stage of completing the transaction - is the most imperceptible, since it consists of several words and two variants of events. We either use a closing question or a call to action.

Depending on the context and the level of trust in you, as a person and a professional, you will choose what is more suitable in a particular case:

Appeal: "Take it, you will definitely be satisfied."
Appeal: "Give things, I will help you bring them to the checkout."
Question: "Will you pick up yourself or will we arrange delivery?"
Question: "Do you still have any questions or can I send the contract for approval?"

In our practice, we found about 15 variants of calls and the same number of closing questions in sales. This is not the limit, but this list is enough in 99% of cases. And for you this means that too much creativity is not needed here. You just need to collect a list of suitable options for yourself and use as needed.

The only thing I want to emphasize at the end of the sale is to avoid closing questions that make the client think.

Among the most common is “Making out?” and "Will you take?" The problem with such questions is that you only worsen the situation, because the client begins to think whether to take or not take (but sometimes there are exceptions).

Stage 7. Upsell

I believe that every company should have an extra upsell. This will make it rational for employees to sell even more in pieces and names.

Moreover, as you already understood, it is advisable to do this when the client has already fully agreed to purchase the main product and takes it for sure. It is at this moment that he needs to be offered to buy something that he will probably come in handy.

I have seen how some businesses live only on additional sales. They sell the basic solution to zero, and all the money comes from additional goods and services. In such companies, this stage is mandatory and punishable by dismissal. But for all its importance, it happens unobtrusively, in one phrase and no more than 3 times per dialogue:

Many of our clients take ____ to ____;
Pay attention also to ____, maybe this will also be relevant for you;
By the way, you might have forgotten ___, I want to remind you of this.

In most cases, sellers do not sell out, because they forget what to sell for (and of course, because of the lack of additional motivation).

Therefore, in this case, we always offer different solutions: from trainings to exams. For example, for one of our clients, we have implemented a whole table of upsells, where you can see what can be sold for each product category.

WE ARE ALREADY MORE THAN 29,000 people.
TURN ON

It seems that everything, you can let the client go, but our soldier does not give up, he alone goes to the last and takes the client's contacts so that in the future it is possible to contact him and return him to himself for repeated sales.

This is done at the final stage, when everything, everything has already been agreed and even the money has been handed over. Globally, we recommend taking contacts even from customers who have not bought.

What for? It's simple - if he didn't buy now, it doesn't mean that he won't buy later, when we start working with him via SMS, and a dozen other marketing tools.

And immediately for those who believe that he has no repeat sales or the client will not return, then I dare to disappoint you. In any business there are repeat purchases, you just haven't realized it yet. And for those who already understand this, I recommend that you study or at least watch the video below to make sure that this is very important.

Well, if you don't like the idea of \u200b\u200bcollecting contacts, then besides that, you can ask who he can recommend, who may still need your services or goods.

Thus, you can collect a potential base 3 times faster, in addition, a call on the recommendation of a client is always appreciated more than just like that.

Briefly about the main

Finally, we have reached the final of sales and this article, I don’t know about you, but I’m very tired of writing it. But now I feel such satisfaction, the sales manager should feel exactly the same after going through all 8 stages of the sales technique (+1 - “Farewell”). Since most likely the client, after passing through this one, simply will not be able to say “No” and leave.

Surely you now have a lot of questions in your head like “How not to forget all this?”, “How not to miss any of the stages?”, “How to ask a question correctly?”, “How to sell?”, Or “How to work out objections and not to miss the client? ”.

I will tell you one thing - theory will not help you without practice. Don't be afraid to make mistakes, try and draw your own conclusions. We learn the same way and do not consider ourselves ideal in this matter.

I have been planning for a long time buy a decent mattress, my very old one, but sometimes my hands do not reach, sometimes the budget does not allow. And now, finally, the long-awaited purchase loomed on the horizon in the form of accumulated funds, and I was puzzled by the question, what, in fact, do I want to buy? The fact that it will be a modern orthopedic mattress goes without saying. I roughly imagined the budget of the purchase, measured the size of the bed.

On this, in fact, my requirements and the knowledge ended. I decided to make the purchase through the online store. And then I was puzzled by the impressive lists of what the offered mattresses are made of, the number of springs, removable covers, the cosmic run-up of prices, and a lot of strange terminology. I had to figure it out. So, what kind of knowledge does the average layman lack when buying a thing on which he is going to spend a large, and I would say, the best part of his life?

What tasks should the mattress solve?

To the average person you need an average mattress, such that the combination of price and quality is the most optimal. Agree, it's not very pleasant when, after two years of operation, a spring starts to bite into your side. And if you actively exploit - then even less. Therefore, pay attention to the performance characteristics of the mattress and the warranty period.

Usually manufacturers indicate what weight is calculated. Of course, they are slightly exaggerated, but, nevertheless, if your weight is large enough, then be especially careful about this characteristic, because not all materials and structures are strong enough for a large weight. In addition, if you are aiming for a very budget option, do not rely on durability and quality performance. Indeed, for the manufacture of a cheap product, they will take the same inexpensive materials that will roll, crumble, sag or loosen even with a short service life. But the most expensive and high-quality mattress may not suit you if it does not take into account the individual characteristics of your body's comfort.

For two different people the same mattress may seem too soft and too hard at the same time. For people with a large weight, a harder mattress will be more comfortable, and thinner ones will be more comfortable on a softer mattress. The spine should rest during sleep, and all muscles should be as relaxed as possible. If the mattress does not fit your body, and is too hard, then the back will bend into an unnatural position and get tired. The same can be said if the mattress is too soft for you. And then don't say that you were deceived, and the mattress is not at all orthopedic - it hurts your back. Choose the right one. Therefore, I did not rush to buy in the online store, but first walked around the shops in the city and "tried on" the mattresses, writing down my feelings and characteristics of the mattresses that created these feelings. The most correct option for "fitting" is to lie on your back and then turn on your side several times to see if these movements cause you any discomfort.

Design features and materials

Progress like known, does not stand still. Therefore, contrary to my expectations, orthopedic mattresses can be either with springs or without them, although I used to think that springs are the last century. But the designs of the springs themselves are really different: classic dependent springs "Bonnel" and blocks of independent springs. Bonnel is cheaper, but "non-orthopedic", because the pressure on one of the springs activates the others, which does not contribute to the distribution of a uniform load on the spine. In fact, this is the same thing that I am sleeping on now, only it will not be done in the USSR. Add the creak of loose springs to your tired back, and start raising money for a more expensive set of independent springs. This design allows you to distribute weight pointwise, following the natural curves of the body during sleep. The more springs per square meter, the better, the more flexibility the mattress has.

Traditionally there are about 300 of them per square, this is enough for the comfort of the spine. And also the beauty of independent spring blocks - they are each packed in a separate case, and do not creak (my dream!). As for springless mattresses, here you need to clearly understand the operating conditions, namely, your weight, and be well oriented in the materials from which they are made. The best springless mattress will be made from natural latex, but the price is too biting. Therefore, now manufacturers combine various materials, and not always cheap material will be of high quality in use. Although there are also advantages of springless mattresses. When using inexpensive synthetic materials, they are not only affordable, but also convenient for transportation, as they easily curl. If you often move or rent an apartment, consider such a springless mattress as an option.

Now about other stuffing of mattresses. In addition to the springs, there are also layers that provide the required rigidity, "breathe" and prevent the erasure of soft materials from the springs. Coir, or coconut fiber, is a natural material that makes the mattress more rigid. It is good if it is present in the mattress, because, like any natural material, coir is breathable and does not become electrified. But pay attention that the fiber is impregnated with latex, this prevents the rapid wear of such a layer and improves its quality.

Slab from latex - This is the best top layer, again, because of its naturalness and durability. Avoid the top layer of artificial materials, cheap and fragile foam rubber, batting. Felt, polyurethane boards can be used in intermediate layers to prevent the action of springs and increase the strength of the product. From above, all this orthopedic beauty is covered with a cover, which must necessarily be made of natural materials, since synthetics do not absorb moisture, does not allow the skin to breathe, and is electrified.

Pay attention on the percentage of cotton in the fabric, as well as on the density of the material, because synthetic fibers are added just for strength, so a certain percentage of synthetics should still be present. The natural material of the cover can be determined even by touch, but of course it, like any natural components, will affect the price of the product. Now fashionable removable covers that are easy to wash. Ask yourself if you often wash your mattresses and decide if you need a removable cover. As for additional improvements, such as antibacterial impregnations, anti-allergic additives, and others, they, of course, increase the price of the product. Therefore, if you are looking for a budget version of a mattress, then you can do without these "bonuses", there is enough knowledge about natural materials and the quality of springs.

And another moment. Give preference to factory production, after all, there is machine assembly, quality control, and a guarantee. Foreign countries, of course, produce goods of higher quality, but this pleasure will be too expensive. Therefore, choose domestic manufacturers, and it's great if they use imported components.

Now armed with the knowledge of mattresses, I decided to slightly increase the purchase budget, because my good sleep cannot be too cheap.

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