| Carpe Diem (Seize the Day)
Before hitting the sales floor, try spending a moment preparing for the day. Consider the concept of value.
People, things and actions can have different kinds of value. Compare these statements:
- A customer is someone that buys a mattress from you and you make a commission.
- A customer is an individual with relationships, concerns, needs, wants, hopes and dreams.
- You sell a mattress to make money.
- You initiate a relationship with an individual and have the potential to improve his or her quality of life.
- Your customer sleeps on a mattress that you sold.
- Your customer feels better and is happier and more productive because you helped him or her select a quality mattress.
All are true. Focusing on the later statements is a change in perspective called “active awareness.” It's like putting on a new pair of glasses that allow you to see yourself, your clientele and your actions in a broader, more important and meaningful context. Your ability to “connect” and facilitate the sale will be greatly enhanced from this perspective.
Be aware that most customers think of you, a mattress, and the purchasing of one, from an instrumental viewpoint. Take a few moments to help your customer put on that new pair of glasses. People that see from this outlook will tend to buy better quality sets and appreciate you for assisting them. In addition, this type of selling cultivates repeat customers, referrals and reaps more than just monetary rewards for you. | 
