Reverie Introduces Sales Training Platform, Shows Benefits of Adjustable Sleep

January 28, 2019  by Laurie Northington in Business Strategy, Industry   

The program, Reverie BaseFirst, stresses making consumers aware of adjustable bed bases and outlines how to discuss key features of Reverie’s extensive line of power bases.

“Our proven sales techniques will help retailers grow their adjustable bed base sales by enabling consumers to understand how it can help them get a better night’s sleep,” said Nick Colello, national director of sales training at Reverie. “This ‘base-first’ approach, which encourages dealers to introduce the adjustable base early in the sales process not only raises consumer awareness of the category, but also guides sales associates in addressing the many health benefits that come along with sleeping on an adjustable base.”

He said the goal in rolling out Reverie BaseFirst, is to increase consumer awareness and help to grow the attachment rate with every mattress sale.

“Much of the conversation around sleep on the retail sales floor revolves around the mattress,” Colello said. “Reverie Base-First is designed to shift the focus to the entire sleep system. The adjustable base is the foundation for great sleep. Reverie is committed to helping people live better lives through better sleep, and its Base-First program was developed to build upon that mission.”

The first phase of the program involves deploying Reverie trainers to retail stores for in-service training. Utilizing the company’s proprietary curriculum, in-store training begins prior to the store’s launch of the Reverie product line and continues for 30 days after the products are floored.

The training process is supplemented by a gated digital program that integrates with the company’s  Reverie Partner Network (RPN) to provide retailers access to comprehensive content including product information, training resources and the latest in sleep science. The site also includes several on-demand training modules for sales associates and opportunities to earn certification as a BaseFirst associate.

“First and foremost, the sales associate must be able to demonstrate our Power Base products and explain the benefits clearly and succinctly,” Colello said. “That’s why we recommend our retail partners display every mattress in their store on an adjustable base. If you don’t show it, you won’t sell it.”

The Reverie BaseFirst platform is being unveiled this week at the Las Vegas Market. The company’s showroom is space B-925 in the World Market Center.