Gerry A. Morris
Early in Gerry's career as a manufacturer's representative for Serta Mattress Company, he determined that there was just something wrong with mattresses. "Why does such a simple product require so much training?"
One day it occurred to him: "It's not the product, its not the sales associate: it's the consumers' attitude toward buying a mattress that is the problem." Well since he couldn't "train" the consumer, Gerry theorized, "there has to be a Better Way to Sell a Mattress... He found one. Based upon the Needs vs. Wants Paradox: "It's the things we need and depend upon most that we least like to buy," Gerry switched his training from a focus upon the product to a focus upon the customer's quality of life.
This discovery helped Gerry grow his territory sales from less than $1 million to over $6 million, pleasing his demanding sales manager.
Gerry is the author of two books Spring Training and Sell More Beds Guaranteed. He writes the column Gerry's Corner and feature articles for Sleep Savvy and has been a contributing writer for Furniture Today. Over the past 7 years Gerry has conducted numerous seminars and workshops across North America.
Gerry's Needs vs Want's message is not only applicable to the home furnishings industry but life in general. The sometimes opposing forces of intellect vs. emotion determine the choices people make. Understanding how the motivations are manifested and how they can be deliberately selected can bring dramatic and empowering change for sales associates and for individuals themselves.
Gerry resides in Greenville Texas and when not traveling North America training sales associates, he trains for triathlons. He has competed in more than 130 including "Escape from Alcatraz" and several national championships. He is an active church member and most enjoys spending time with his lovely wife, Mary Jane, kids and yes, grand kids, even though he is still extremely young... well, youthful.
His passion is to "Spread the Good News" and help retail sales associates improve the quality of their lives by helping customers improve the quality of theirs.
Early in Gerry's career as a manufacturer's representative for Serta Mattress Company, he determined that there was just something wrong with mattresses. "Why does such a simple product require so much training?"
One day it occurred to him: "It's not the product, its not the sales associate: it's the consumers' attitude toward buying a mattress that is the problem." Well since he couldn't "train" the consumer, Gerry theorized, "there has to be a Better Way to Sell a Mattress... He found one. Based upon the Needs vs. Wants Paradox: "It's the things we need and depend upon most that we least like to buy," Gerry switched his training from a focus upon the product to a focus upon the customer's quality of life.
This discovery helped Gerry grow his territory sales from less than $1 million to over $6 million, pleasing his demanding sales manager.
Gerry is the author of two books Spring Training and Sell More Beds Guaranteed. He writes the column Gerry's Corner and feature articles for Sleep Savvy and has been a contributing writer for Furniture Today. Over the past 7 years Gerry has conducted numerous seminars and workshops across North America.
Gerry's Needs vs Want's message is not only applicable to the home furnishings industry but life in general. The sometimes opposing forces of intellect vs. emotion determine the choices people make. Understanding how the motivations are manifested and how they can be deliberately selected can bring dramatic and empowering change for sales associates and for individuals themselves.
Gerry resides in Greenville Texas and when not traveling North America training sales associates, he trains for triathlons. He has competed in more than 130 including "Escape from Alcatraz" and several national championships. He is an active church member and most enjoys spending time with his lovely wife, Mary Jane, kids and yes, grand kids, even though he is still extremely young... well, youthful.
His passion is to "Spread the Good News" and help retail sales associates improve the quality of their lives by helping customers improve the quality of theirs.
