Posted by Kelsey Ness on October 8, 2012
Savvy sales people understand that the more they help their customers resolve a need, the higher their sales will climb. While you may not get a lot of people walking into your store and specifically asking for products made with soy-based BiOH® polyols, you probably do get a large percentage seeking better quality sleep and/or more environmentally responsible home furnishings. Once you’ve educated them about the benefits of BiOH® polyols, it will be easier to close the sale.
Here are some tips for talking with your customers about BiOH
• Become a cool-sleep expert. Exhausted people stumbling into your showroom may blame everything but the temperature of their mattress while sleeping. Explain that:
o Many people overlook some of the most obvious components to a good night’s sleep simply because they don’t know about them.
o Temperature regulation is important to sleep quality.
o Mattresses, mattress foam toppers and pillows made with BiOH® visco polyol provide a cooler, more comfortable sleep. Studies show memory foams produced with this new product dissipate heat more quickly, cooling off 15-40 percent faster than memory foams using infused gel technology. Foams made with BiOH® polyols are also less sensitive to temperature overall, so they stay softer at cooler temperatures.
o Gel-infused mattresses are trending in part because they have a positive impact on sleep quality.
• Give them tools for living a more responsible lifestyle. Surveys have found that 70 percent of shoppers would be interested in buying eco-friendly furnishings. The stumbling block? An estimated 55 percent say they are unaware that these products exist! People want to do their part for the planet, providing it’s not too difficult or expensive. So make it easier for them!
o Point out the various eco-friendly, responsible alternatives in your store.
o Explain that BiOH® polyols are made from a renewable product: soybean oil.
o Teach consumers how to read the Specialty Sleep Association’s new ‘green’ mattress labels, which help them identify what is green, natural and sustainable.
o Explain that manufacturers who use BiOH polyols are reducing America’s dependence on petroleum. For every one million pounds of BiOH polyols used, more than 2000 barrels of petroleum can be saved.
o Point out that by choosing products made with BiOH polyols, they are buying excellent products that leave smaller environmental footprints.
o Assume the sale. There is a growing interest in buying green. Plus, consumers are generally willing to pay a little more for green furnishings.
Selling mattresses and home furnishings made with soy-based BiOH® polyols can be as simple as educating your customers. Once they learn that products made with BiOH® offer them the possibility of consistently better rest, and are an eco-friendly, sustainable way for them to contribute to the health of our planet, they will feel good about making this choice.