Barbell Selling Secrets: How Mastering Luxury AND Value Mattresses Will Make 2026 Your Breakout Year

Most mattress retailers are missing out on a hidden profit zone—here’s the barbell sales strategy to win luxury AND value customers in 2025!

Are you leaving money on the table by only chasing big-ticket mattress sales? In this episode of The FAM Podcast, Mark Kinsley is joined by Brent Batterman—industry legend, trainer, and “pastor” of mattress sales—to expose the overlooked “value zone” and why mastering both luxury and budget sales is the breakthrough strategy for 2025.

If you’ve ever struggled to connect with the $700 customer (or close that $7,000 sale), this is your roadmap. Brent reveals how the right mindset, pre-sale prep, and a few simple but powerful habits (like remembering customer names and asking the right questions) can transform your results. You’ll learn why the best salespeople start their day hours before opening, how Saturday morning practice sessions can boost revenue by 20%, and why service—not just selection—keeps customers coming back even in the Amazon era.

Industry research, actionable scripts, and behind-the-scenes stories from Sleep Summit main stage—this episode is packed with proven tactics you can use at your next Saturday sales meeting.

Curious about the #1 skill luxury buyers demand? Or why financing is your underused closing weapon? Stay tuned for Brent’s coaching “after the up” framework and the simple notebook trick that will make customers feel truly heard.

Timestamps:
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02:30 – The “barbell selling” strategy: Luxury vs. value zone
05:10 – Why your sales mindset starts before store hours
08:00 – How a Saturday morning practice can boost sales by 20%
11:50 – The real reason value mattresses aren’t just for Amazon
17:30 – The #1 skill for closing luxury buyers (it’s not what you think)
22:00 – The secret power of remembering customer names
27:10 – Proven scripts for asking better, trust-building questions
32:15 – Why leading with financing can unlock bigger tickets
36:40 – How to shift from “selling” to “helping select” the right bed
41:00 – Coaching after the up: 3 questions every manager should ask

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