Selling a mattress isn’t just a transaction—it’s an art. And if you’re missing out on the luxury AND value zones, you’re leaving money on the table.
This episode of The FAM Podcast features Brent Batterman, a powerhouse in the mattress industry, breaking down barbell selling and how to dominate both ends of the market like a pro.
📌 What’s the best way to sell mattresses in 2025? Brent Batterman joins the show to talk about barbell selling, a strategy that helps retailers crush it in both the luxury and value price points while letting the middle take care of itself. Brent shares why financing is your best friend, why questions (not pitches) close sales, and how to make customers feel heard from the moment they walk in. Oh, and there’s a wild Southwestern shirt showdown you don’t want to miss!
KEY TAKEAWAYS
1. Master the Barbell Strategy – Focus on selling premium products and value-priced beds while letting the middle handle itself.
2. Financing = More Luxury Sales – Customers buy BIG when monthly payments make it feel affordable.
3. Want More Sales? Ask Better Questions – The secret to closing isn’t talking—it’s listening.
Tags: mattress sales, barbell selling, luxury mattresses, value zone, mattress industry, retail sales, customer experience, financing, sales training, business growth, Brett Batterman, Mark Kinsley, FAM Podcast, mattress business, sales strategy, sales coaching
