Luxury vs. Value: The Secret to Selling More with Brent Batterman

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 ofThe FAM Podcast featuresBrent Batterman, a powerhouse in the mattress industry, breaking downbarbell selling and how to dominateboth ends of the market like a pro.

📌What’s the best way to sell mattresses in 2025? Brent Batterman joins the show to talk aboutbarbell selling, a strategy that helps retailers crush it in both theluxury andvalue price points while letting the middle take care of itself. Brett shares why financing is your best friend, whyquestions (not pitches) close sales, and how to make customers feel heard from the moment they walk in. Oh, and there’s awild 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.