Mattress veteran Bob Muenkel goes deep on subject of sales training

Bob Muenkel, an industry veteran with decades of experience and the founder of mattress-focused consulting firm UncleMuenkel, sits down with Bedding News Now Editor-in-Chief Alex Milstein to talk about sales training, the psychology of sales, and much more. One lesson everyone can take away: Information is not learning, experience is.

Key takeaways:

  • When traffic is abundant, training on sales gets emphasized less and products become the mainstay. If you’re focused on driving your conversion rate and driving tickets higher, that’s when there’s a hyper-focus on sales training.
  • Sales training should be part of the culture, not optional, and on a repetitive schedule. There’s always time for review and new ways to think about things.
  • Information is not learning, experience is.
  • Some retailers put an overemphasis on the transfer of information, which doesn’t result in learning.
  • Deliver an experience that motivates a change in behavior.
  • Don’t show up and throw up. The customer is looking for a personalized, custom experience based on their needs and wants.

Alex Milstein

Alex Milstein is the Editor in Chief of Casual News Now and Bedding News Now. He previously served as senior editor of both Casual Living and Designers Today, and covered technology for Furniture Today, with a focus on augmented reality, e-commerce, and 3D visualization.

View all posts by Alex Milstein →

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