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The Science of Selling Sleep with Purpose with Dr. V
On this special bonus episode, Charlie is joined by his longtime friend and industry veteran, sleep specialist, and an honorary Memory Maker, Alan Vonder Haar (a/k/a ""Dr. V"").
Dr. V. gives insights on how he started in this business in his early 20s in the waterbed business, falling in love with the waterbeds, and learning everything he could about flotation sleep. (Even since the beginning of his career, he has always been a student of the science of sleep!)
He also shares the story of how he got his nickname and started playing a doctor in TV commercials. "I'm not a doctor, I just play one on TV," he mentions while recounting the purpose of his visit to the River. Dr. V came in to attend Broad River’s Sleep Summit and to give the keynote presentation to Broad River’s Retail Leaders during their in-person Rx (Retail Excellence) meeting focused on BRR’s pillar of sleep.
In this informative episode, Dr. V shares memorable one-liners, such as, “Comfort is in the behind of the beholder.” And he shared advice such as embracing a more consultative approach to selling that includes an attitudinal shift: “Don’t be a salesperson; be an assistant buyer.”
He offers a better approach than the industry standard sales question of, “How did you sleep last night?” And, instead offers his three-step approach of “Fall. Stay. Felt.”
He discusses the innovative cooling benefits that aid sleep in today’s mattresses and mattress protectors as well as the sleep benefits to using an adjustable base as well as the proper pillow (I.e., a bed for your head).
You will want to make sure you're taking notes when he breaks down the four stages of sleep and how they assist with physical and mental restoration. Plus, he shares how a certain sleep tracker is helping him improve his own sleep.
Dr. V’s passion is still burning bright after 38 years in this industry, and he leads with a servant’s heart. If you want to improve your skills at selling sleep or just learn more about the science and benefits of sleep, this episode’s for you.
Dr. V clearly lives by his favorite quote from Zig Ziglar, “You can get everything in life you want if you just help others get what they want.”
Additional Resources:
His previous podcast episodes:
Dos Marcos Show - The Galaxy's Greatest Mattress Podcast:
Miskelly's Secret to Success is PTF (Sept 2021) - https://open.spotify.com/episode/4Z3RUhu748uefiIIyscKDB?si=8-LpHLAtTFap0-eFEio8pw
BAM! Dr. V from Miskelly Furniture and the Race to the Summit (June 2021) - https://open.spotify.com/episode/0KamTbASg3Ek97R1FqnpLa?si=LgJPef6jTimwdPhf2xxrXg
Becoming the Face of Miskelly's Mattress: The Dr. V Story (Sept 2020) - https://open.spotify.com/episode/3ZUJBOdASwTVks9WCpFNJN?si=m6VqbIKHTj-df2hLSKP58A
On the Record with Furniture Today Podcast: 'Not just about the Mattress, it's the way you sleep' - https://www.furnituretoday.com/furniture-people/podcast-not-just-about-the-mattressits-the-way-you-sleep/
Fitness Trackers / Wearables
WHOOP Fitness and Health bracelet - https://www.whoop.com/
ŌURA Ring - https://ouraring.com
Dr. V's Place of Employment for nearly 30 years
Miskelly Furniture - https://www.miskellys.com
Broad River's original Purpose Summit (August 28, 2019) featuring Dr. V as a keynote speaker
Purpose 8:28 - https://www.purpose828.com
Mattress and Pillow Brands
Tempur-Pedic - https://www.tempurpedic.com
Purple - https://purple.com
Stearns & Foster - https://www.stearnsandfoster.com
Sealy - https://www.sealy.com
Ashley-Sleep - https://www.ashleyfurniture.com/c/mattresses/ashley-sleep-mattresses/
Bedgear - https://www.bedgear.com
We hope you enjoy this episode, and subscribe to our podcast for a new story each week. Visit www.storiesfromtheriver.com for more episodes.
View all episodes
By Broad River Retail
5
1818 ratings
On this special bonus episode, Charlie is joined by his longtime friend and industry veteran, sleep specialist, and an honorary Memory Maker, Alan Vonder Haar (a/k/a ""Dr. V"").
Dr. V. gives insights on how he started in this business in his early 20s in the waterbed business, falling in love with the waterbeds, and learning everything he could about flotation sleep. (Even since the beginning of his career, he has always been a student of the science of sleep!)
He also shares the story of how he got his nickname and started playing a doctor in TV commercials. "I'm not a doctor, I just play one on TV," he mentions while recounting the purpose of his visit to the River. Dr. V came in to attend Broad River’s Sleep Summit and to give the keynote presentation to Broad River’s Retail Leaders during their in-person Rx (Retail Excellence) meeting focused on BRR’s pillar of sleep.
In this informative episode, Dr. V shares memorable one-liners, such as, “Comfort is in the behind of the beholder.” And he shared advice such as embracing a more consultative approach to selling that includes an attitudinal shift: “Don’t be a salesperson; be an assistant buyer.”
He offers a better approach than the industry standard sales question of, “How did you sleep last night?” And, instead offers his three-step approach of “Fall. Stay. Felt.”
He discusses the innovative cooling benefits that aid sleep in today’s mattresses and mattress protectors as well as the sleep benefits to using an adjustable base as well as the proper pillow (I.e., a bed for your head).
You will want to make sure you're taking notes when he breaks down the four stages of sleep and how they assist with physical and mental restoration. Plus, he shares how a certain sleep tracker is helping him improve his own sleep.
Dr. V’s passion is still burning bright after 38 years in this industry, and he leads with a servant’s heart. If you want to improve your skills at selling sleep or just learn more about the science and benefits of sleep, this episode’s for you.
Dr. V clearly lives by his favorite quote from Zig Ziglar, “You can get everything in life you want if you just help others get what they want.”
Additional Resources:
His previous podcast episodes:
Dos Marcos Show - The Galaxy's Greatest Mattress Podcast:
Miskelly's Secret to Success is PTF (Sept 2021) - https://open.spotify.com/episode/4Z3RUhu748uefiIIyscKDB?si=8-LpHLAtTFap0-eFEio8pw
BAM! Dr. V from Miskelly Furniture and the Race to the Summit (June 2021) - https://open.spotify.com/episode/0KamTbASg3Ek97R1FqnpLa?si=LgJPef6jTimwdPhf2xxrXg
Becoming the Face of Miskelly's Mattress: The Dr. V Story (Sept 2020) - https://open.spotify.com/episode/3ZUJBOdASwTVks9WCpFNJN?si=m6VqbIKHTj-df2hLSKP58A
On the Record with Furniture Today Podcast: 'Not just about the Mattress, it's the way you sleep' - https://www.furnituretoday.com/furniture-people/podcast-not-just-about-the-mattressits-the-way-you-sleep/
Fitness Trackers / Wearables
WHOOP Fitness and Health bracelet - https://www.whoop.com/
ŌURA Ring - https://ouraring.com
Dr. V's Place of Employment for nearly 30 years
Miskelly Furniture - https://www.miskellys.com
Broad River's original Purpose Summit (August 28, 2019) featuring Dr. V as a keynote speaker
Purpose 8:28 - https://www.purpose828.com
Mattress and Pillow Brands
Tempur-Pedic - https://www.tempurpedic.com
Purple - https://purple.com
Stearns & Foster - https://www.stearnsandfoster.com
Sealy - https://www.sealy.com
Ashley-Sleep - https://www.ashleyfurniture.com/c/mattresses/ashley-sleep-mattresses/
Bedgear - https://www.bedgear.com
We hope you enjoy this episode, and subscribe to our podcast for a new story each week. Visit www.storiesfromtheriver.com for more episodes.