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One would think shopping for a mattress would be easy peasy and stepping into a mattress store is like taking a walk through the park, picking flowers (mattresses) at your leisure but as we all (painfully) know that is not the case, especially now. First of all, the wide breadth of mattress choices these days is astounding. And all that mattress jargon? Forget about it. But the worst of them all would have to be being followed around by someone breathing mattress sales tactics down your neck.
That’s right. SALES TACTICS.
Sales Tactics to watch out for
Flash Deals and Discounts
Ever wonder why every single mattress store you’ve ever seen has signs for flash deals and 50-70% discounts plastered all over their storefronts in big, bold letters? Here’s a secret they don’t want you to know – those flash deals and discounts aren’t really flash. In fact, they are not even really discounts at all, they just want to make you think that they are.
Everyone loves a good deal (I know I do) and those signs are designed to entice you to walk into the store and believe that you are getting a good deal. But drive past the same store in a few months or even a year after, the flash deal is still going to be there.
Brick and mortar mattress stores can, in fact, price their mattresses any which way that they want. How? Because they buy in bulk and buying in bulk means THEY get a good deal from the get go. So it’s only fair(??) that they jack up the prices to whatever they deem fit. It is a business after all.
Not every mattress brand has a deal like this in place with mattress stores though so keep that in mind. If you really want to buy a mattress in-store, I highly suggest visiting the actual store of a mattress brand that you like.
The 3 Mattress Retcon (Top Down Selling)
Ok, so you find yourself in the mattress store. Chances are, the minute you step into the store a salesperson has magically appeared at your side, eager and ready to help.
Now, I’m not saying every single salesperson is out to get you (I mean, your hard-earned money) but just like everyone on God’s green earth, they are also trying to make a living and in-person mattress selling is a cutthroat business. They want your business.
Mattress salespeople are trained to have an answer to your every want and need when it comes to mattresses and sleep. They would then start throwing around mattress jargon such as ErgoAlign contour foam layers, zero gravity and tri-coil systems and then you slowly but surely find yourself being drawn in by the fancy words and the promises of “it’s like you’re sleeping on a cloud!”.
Here comes the kicker.
They would then suggest three different mattresses for you to try. More often than not these 3 mattresses would be a Tempur-Pedic, a Stearns & Foster and a Beautyrest – three of the most popular brands of high-end mattresses in the US. And let’s not forget, three of the most expensive.
But wait, you’d say. That’s waay out of my price range, you tell them.
“That’s alright! We’ve got other mattress brands for you to try that’s super similar to Tempur-Pedic that you won’t even know the difference. Best part is, it’s way cheaper too!”
And that is how they get you.
Their tactic: Show them the most expensive ones first. If they don’t bite (some do), show them the next best thing that would still earn a lot of commission.
The solution? Know exactly what it is you want before even stepping into a mattress store. Know your budget, know your preferences, research mattress types that perfectly suit your needs. Beat them at their own game.
The Upsell
You’ve chosen your mattress and you’re feeling pretty chuffed with your choice. You’re on your way to the cashier when all of a sudden you’re being told that the perfect accompaniment to your new mattress would be an adjustable base. Or perhaps a new bed frame. Hell, maybe you need an entirely new bedroom setup!
Every salesperson upsells. It’s a way to earn more commission. This is a fact of life. Some are pretty skilled at it and you won’t even know that you’re being sweet-talked into buying more things.
Always ask yourself – do I need it? Do I even want it? If your answer to both is no, say so and firmly make it clear that you don’t.
Extras
Extras are technically part of the upsell but we figured we’d give them a whole other category since they don’t really make up part of a mattress like a base or a frame would do.
These extras could be bedding such as sheets, pillows and blankets or accessories such as mattress toppers, pads, and protectors. While these are definitely useful and good to have, if you still have usable ones at home, try not to fall into the trap of buying them from a mattress store where they will cost significantly more.
If you must buy accessories and bedding, try online or other specialty stores that would give you good value for your money.
Another extra is extended warranty. If your mattress already comes with a warranty that covers a substantial period of time then an extended warranty is pretty useless and would only cost you more money.
The Best Place to Buy a Mattress
Take it from me, the best place to buy a mattress is in the comfort of your own home. You aren’t rushed, you have time to really think about what you want and need AND you can pick and choose the best mattress for you at your own leisure.
Sure, you won’t be able to try the mattress out firsthand like you would in a store but most online mattress brands nowadays offer a free trial period of up to a year. The only thing you need to spend is shipping but this usually comes down to a flat rate of $99 (for most brands) wherever you are in the continental United States.
Conclusion
It used to be as simple as going to a store and rolling around various beds to shop for a mattress. Once you find something you like and feel the most comfortable in, ring goes the register and you walk out a happy man (or woman), looking forward to a good night’s sleep in your new bed.
Nowadays, that’s no longer the case, salespeople are armed with sales tactics that can break you without you even knowing and cause you to spend a whole lot more than you intended.
Don’t fall prey to these tactics and do the research before investing on a mattress.
Michelline loves nothing more than a cozy bed, with a stack of books at her side. She loves getting lost when she travels, can bake an entire British afternoon tea from scratch, is obsessed with all things analogue and does calligraphy on the side. She currently suffers from mild insomnia and is more than happy to be your guinea pig, so you won’t have to go through all the trouble of finding out what works best for you.
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Psst… the sleep review industry is full of liars, sharks, and thieves. It’s a modern-day version of getting ripped off at your local mattress store. So, why should you trust us?