By: Gerry Morris
Spring Training is a 220-page comprehensive resource that covers topics from basic mattress construction to warranties. It is a must for rookies and veterans alike! This lighthearted book is a collection of ideas tested over 14 years that transforms the buying and selling of mattresses for both the consumer and salesperson.
Spring Training is a 220-page comprehensive resource that covers topics from basic mattress construction to warranties. It is a must for rookies and veterans alike! This lighthearted book is a collection of ideas tested over 14 years that transforms the buying and selling of mattresses for both the consumer and salesperson. Topics covered include an overview of the most common way mattresses are sold, which leads to the “Needs Vs. Wants” Phenomenon – Gerry’s own unique way to approach mattress sales. He also covers the different types of mattress construction and the features and benefits of each, along with discussions of sales approaches, mattress guarantees, customer service and more. Spring Training is considered required reading for the sales force of many of America’s top mattress retailers, and many copies have been sold around the world.
Early in Gerry's career as a manufacturer's representative for Serta Mattress Company, he determined that there was just something wrong with mattresses. "Why does such a simple product require so much training?"
One day it occurred to him: "It's not the product, its not the sales associate: it's the consumers' attitude toward buying a mattress that is the problem." Well since he couldn't "train" the consumer, Gerry theorized, "there has to be a Better Way to Sell a Mattress... He found one. Based upon the Needs vs. Wants Paradox: "It's the things we need and depend upon most that we least like to buy," Gerry switched his training from a focus upon the product to a focus upon the customer's quality of life.
This discovery helped Gerry grow his territory sales from less than $1 million to over $6 million, pleasing his demanding sales manager.
Gerry is the author of two books Spring Training and Sell More Beds Guaranteed. He writes the column Gerry's Corner and feature articles for Sleep Savvy and has been a contributing writer for Furniture Today. Over the past 7 years Gerry has conducted numerous seminars and workshops across North America.
Gerry joined SleepTrust in March 2008 sharing the common goal to change how mattresses are bought and sold. The SleepTrust Guarantee is a complete customer care program that offers a "white glove" customer service experience to retail customers. In addition SleepTrust provides state of the art training services to retail sales associates.
Gerry resides in Greenville Texas and when not traveling North America training sales associates, he trains for triathlons. He has competed in more than 130 including "Escape from Alcatraz" and several national championships. He is an active church member and most enjoys spending time with his lovely wife, Mary Jane, kids and yes, grand kids, even though he is still extremely young... well, youthful.
His passion is to "Spread the Good News" and help retail sales associates improve the quality of their lives by helping customers improve the quality of theirs.
Steve Kyger -Executive Vice President Sales at Innovative Mattress Solutions
“I read the book immediately after I got it. I never read books in one sitting but I couldn't put your book down. It is funny, insightful and dead on the money…"
Allyn Beard, President, A.H. Beard Pty. Ltd., Padstow, Australia (manufacturers of Restonic, King Koil, Nature’s Rest and Select Comfort)
"Having read numerous “so called” sales training manuals over the years, I’ve found Spring Training refreshing, informative and written so that it will attract the attention of most professional bedding and sales people. I believe that any sales person that reads and absorbs Spring Training will be a better bedding sales person."
A. Victoria Francis, Director Applied Research & Consulting / New York, NY
"Your advice and techniques seem to be precisely on target. Having worked with The Better Sleep Council and its members, I would think that (all) manufacturers/retailers in the country would want their sales staff to read the book."
David Wachendorfer, Comfort Solutions
“This is the only book that I have ever read that actually gets ‘inside the head’ of the mattress customer…This book should be standard issue reading to anyone working on a retail furniture floor, both rookies and veterans alike.”
Michael Pino, Former President Therapedic International
"I brought your book to Panama and Guatemala last week and conducted successful sales training meetings in each place, plus incorporated portions of your book at a dealer presentation. They really got into the section, Consumer Needs vs. Wants. … Spring Training, the popular book that has become the favorite training guide of the bedding industry."