When you lay your head down at night, chances are there are still many things on your mind—the work day, that rude thing someone said or the report you needed to finish.
However, if you’re a mattress salesperson, chances are you’re also thinking about the object on which you’re currently reclining on. No one needs to tell you how much difference a mattress can make to a good night’s sleep, right?
However, knowing mattresses matter and how to provide the best one for every customer are two different things. Many retailers don’t know how to explain the importance of different mattress qualities to their customers and send them home with the right one – and therefore sell more mattresses.
Why Does the Mattress Matter?
Almost anyone can confirm the role that a mattress plays in nightly sleep. Old or unsuitable mattresses are responsible for affecting your sleep in a number of ways:
- Unsupportive mattresses don’t provide proper spinal alignment, leading to aches and pain that can cause nighttime waking;
- Mattresses of the wrong firmness can wreak havoc on pressure points, causing tossing and turning; and
- Old mattresses made from the wrong materials can harbor dust mites and dead skin cells, causing runny noses, itchy skin and other allergy symptoms.
The correct mattress option correctly supports the sleeper, according to their body type.
What Factors Play Into Mattress Quality?
A high-quality mattress exhibits the following characteristics:
- Either the correct firmness for the individual sleeper mattresses range from ultra-plush, to firm or adjustable firmness so they can transform it as needed;
- Healthy, high-quality mattress materials that resist dust mites and keep the air around the sleeper fresh and clean;
- Breathable materials that properly distribute and release heat so they don’t make the person too hot where they contact the surface; and
- A reasonable warranty from the mattress manufacturers involved.
While many types of mattresses will fit the bill, from traditional box springs to memory foam mattresses, it’s important to match each person to the perfect option. From body type to sleeping position, there is a bed for anyone!
It’s figuring out what it is that’s the challenge.
The Importance of Sensors
Finding the correct choice for each individual sleeper can feel complicated to sales reps, and even more so when they’re tasked with finding a mattress that provides the right comfort and support for two people sleeping in the same bed.
Your goal is first to help people understand that a mattress affects their rest by explaining the above factors and then to help them select the right choice to maximize sleep quality.
Happily, technological advancement has made this easier than ever before. In ages past, a buyer and seller could only go on what the person reported about their body, their sleep habits and the challenges they faced. Now we can create a picture of what happens when a person lies on a bed so that buying a new mattress becomes less a guessing game and more a true science.
How does it work?
Mattress Sensors in Operation
A complete mattress recommendation system starts with pressure-mapping sensors. These are embedded into a pad that you lay over the mattress before inviting the prospect to lie down. The sensors then take readings of the variable pressure across the surface of the pad, identifying where pressure will accrue when the person lies down to sleep.
It is important to ask the person to test the mattress in their normal sleeping position. That way, the sensors measure where they will feel pressure at home when at rest.
For instance, side sleepers feel pressure in their hips and elbows. Back sleepers typically feel it in their sit bones and shoulder blades. Stomach sleepers often create pressure on the front of their pelvis, leading to back trouble if there is too much give in the region.
Using this data, the software hooked up wirelessly to the sensors can then build a 2D map of where pressure is highest. Using a colour-coded system comparable to what you’d see on a brain scan, it shows areas of high pressure in red and orange and low pressure sensitivity in green and blue. This offers two benefits:
- The shopper can see exactly where they need support and where they need to give.
- This information guides the mattress rep toward the correct option for the person in question, helping them determine the category of mattress that will maximize the combination of comfort and support.
The Complete Mattress Recommendation System from XSENSOR
Improving your customers’ sleep should be the primary goal for any mattress sales rep or company. Only by doing so can you maximize conversion, minimize returns and maximize the word-of-mouth marketing that is so powerful for any business.
Intelligent Dynamic Sensing from the REVEAL® Mattress Recommendation system gives you the power to do that. By painting an actual picture of the body at rest, you can choose the best mattress category for your customer, then narrow their selections by price, materials and other considerations. This allows you to put their comfort and health first, as it should be.
If you want to answer the question “Does your mattress affect your sleep quality?” once and for all, this is the system for you. Get in touch with us to view a demo, ask questions or install an XSENSOR system in your shop today.
