How Much Do You Make Selling Mattresses

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How much does a mattress salesman make ?

Wiki User
September 13, 2011 3:39AM

My commission is 10% of the profit on the sale. which isn’t much

in mattresses. a 1000 dollar mattress at a 50% profit margin makes

me 50 dollars. the avg. sale is sold between 35 to 45 percent

Yearly, the average salesman will make between 30k-120k.

Some mattress salesmen are paid on a draw vs. commission.

Meaning i will get paid 13 dollars an hour base vs 10% profit

commission. whichever is more. that is a nice way to get a steady

paycheck even in slow months, but it gives the bosses who micro

manage a reason to fire you if you make the ‘draw’ more than

and the myths of the shark salesman are wrong. we don’t want to

put you on the expensive mattresses to pad our wallets, cause if

you return it after we get paid (60 night comfort guarantee) then

we take that hit on our next check.

We mostly want you on the appropriate mattress that will give

you the best pressure relief and maximum support. if it is out of

your price range, don’t get mad. simply tell us and we will find

the best mattress possible, or work with you to afford it.

What is a Used Mattress Worth?

Would you ever purchase a used mattress? In an informal poll, we found thatless than 10% of people would buy a used mattress. Surprisingly however, a ton of people try to sell used mattresses all of the time.

What you need to know before selling your used mattress

To help you understand the market you’re selling in, our Dolly Product team pulled together some research on the used furniture market. Let’s start by looking at the volume in which people sell used mattresses:

We found mattresses were the fourth most listed furniture type behind chairs, tables, and beds. Due to how people tend to categorize their furniture, it’s unclear how to make the distinction between bed frames and mattresses, but the data clearly shows that they’re a popular second-hand item listed to be sold.

It seems likely that people were much more inclined to purchase a used table than a mattress. In fact, in the same informal poll, 100% of participants said they would buy a used table versus the less than 10% who said they would purchase a used mattress – clearly, they’re viewed very differently when buying used furniture.

When asked about the reasons behind not buying a used mattress, it came down to concerns over cleanliness (derived from how mattresses and tables are used differently) for the two furniture items.

How often are new vs. old mattresses sold online?

Using Google Trends, we found that new mattresses are listed roughly 2x as often as used mattress on the internet. Again, this is surprising data because we found that only 10% of customers are interested in used mattresses. Most likely, this is because there are more used mattresses available than are being sold. Less likely, but still possible, is the idea that people felt uncomfortable being honest about whether they’d be a used mattress in our poll (let’s hope you’re not staying at their Airbnb!).

When is the best time to sell a used mattress?

August is the most popular month for both used and new mattresses. The second most popular month is January. This lines up with industry experts’ suggestion of buying furniture in August and January due to new furniture entering stores. New furniture releases mean sales and clearance pricing.

What does this mean for how you sell your used mattress?

Many people attempt to sell their used mattress, but not as many people are interested in buying used mattresses. This means that there should be a ton of supply for used mattresses, which should drive prices down.

If you’re trying to sell a used mattress…you’re not going to get much for the mattress, due to the simple fact that it’s used. To help increase your possible payout, try to increase the perception of it being as new as possible.

If any of the following is true, add it to your listing to increase your odds of selling!

  • Only used in a guest room
  • You have receipts with date of purchase
  • Tags are still intact
  • Is in plastic protective wrapping
  • You used a mattress protector
  • Anything to help decrease the perception of it being used

Try to sell your mattress in late fall or late spring. You’ll want to avoid the competition from furniture stores that comes in August and January.

If you’re one of the 10% of people who don’t mind buying a used mattress…you’re in a buyer’s market! Be tough when negotiating with sellers, and don’t be afraid to shoot for a low price. Odds are, they aren’t getting many offers from anyone else. Alternatively, you can agree to the price, but ask that they take care of delivery (and make sure to let them know that Dolly is a great, inexpensive way to bring their used mattress to its new home!).

Buy in August or January to take advantage of the high-volume market. Many people will be looking to take advantage of the pricing deals, therefore getting rid of their old mattress. Take advantage of this!

What is a used mattress worth?

It’s hard to pinpoint an exact value without knowing the details about the mattress. You can run the different attributes through Blue Book for Furniture to get an estimate of its value, but the real market value is probably even lower.

The most typical mattress price in the secondhand market is $250.

Once the mattress has been taken out of its protective seal, it’s going to lose value similar to how a brand new car loses value after driving off the lot.

We’d suggest a healthy dose of low expectations when forecasting the future value of your mattress, otherwise you may be sorely disappointed.

No matter what your mattress is worth, it might need hauling, whether that’s to your new apartment or the dump. Book a Dolly to find Helpers who’ll bring your mattress to its destination, whether it be into the home of an excited new owner, or to its final destination at the dump.

How to choose a mattress – and 5 of the best mattresses to invest in now

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I t can be hard to find the best mattress for a good night’s sleep. Memory-foam, Egyptian cotton and pocket springs may cloud our judgement, making it difficult to choose the right mattress.

Mattresses have become so technological – some are even based on research from the US space agency NASA – that they now sometimes go by the name ‘sleep systems’.

And at up to £40,000 a go, some even cost as much as a mid-range BMW and command the same sort of social status. But is it really necessary to fork out to get a good night’s sleep?

The consensus is that a cheap mattress is indeed a false economy – spending, say, less than £200 is almost certainly not going to ensure a good night’s sleep unless you are very young, very light and frequently sleeping somewhere else.

Cheap mattresses also need replacing more often, perhaps as frequently as every two years. Spend a bit extra, say, more than £1,000, and you should not need to change the mattresses for 10 years, or, in the most luxurious pocket spring cases, up to 25.

"Spend as much as you can afford," advises Martin Gill of And So To Bed. "The minimum should be about £700 on the mattress and bed base combined. It always strikes me as absurd that people will spend £3,000 or £4,000 on a sofa which they sit on for an hour or two some evenings, and much less than £1,000 on a bed where they will spend a crucial eight hours every night."

O nce you have fixed the budget, the next priority is looking for the right kind of support.

"People often ask for orthopaedic mattresses, but all that means is a hard one," says Gill. "Very few people actually need a hard mattress unless they have crushed a disc. For most other people, they will simply be uncomfortable, particularly for lighter women, creating shoulder pain and pins and needles sensations."

I ndeed, your body weight will largely dictate the sort of tension you require – the softer ones are better for an eight-stone woman, a firmer mattress will benefit a 16-stone rugby player type. Of course, many suppliers sell combination mattresses with different tensions on either side, catering for couples with greatly varying weights.

Others sell two mattresses zipped together, a technique much improved on the old days, making it now almost impossible to tell that there is a divide. "We say if couples feel the zip, we’ll give them their money back," says Gill.

With spring mattresses, the firmness is largely dictated by the number of springs. High-quality mattresses such as Vi-Spring, such as the superb double model, will often have soft cotton and lamb’s wool to enhance the springs; the very best will have horsehair filling, which breathes well and acts like more tiny springs.

Vi-Spring offer a comfort promise – try the mattress for up to 90 days, and if need be, they will replace it with a softer or harder one. Tempur, a manufacturer of memory foam mattresses using material developed at NASA to relieve g-force pressures during space launches, offers a 60-night free trial.

T he viscoelastic foam is designed to eliminate pressure points by spreading body weight evenly. The foam cell mattresses, that start at around £1,040 for a double, reorganise themselves constantly to mould to the exact contours of a body, and because they do not harbour dust mites in the same way as more traditional mattresses, they are excellent for asthma sufferers.

Although good mattresses are expensive, they are surely worth it for health and happiness, even if it means making savings elsewhere. "People often put up with wakeful nights, constant tiredness and sore backs for a long time before connecting it to the mattress," warns Lucy Benham of John Lewis & Partners.

"A good test is sitting on the edge and seeing whether the whole side of the mattress collapses. If so, the mattress needs urgent replacement.

"Also, when looking at a new one, remember that quilted ones tend to be of lower quality. Tufted ones, which look like they have buttons going through them, are better as this means the filling is contained to avoid it moving around. Good stitching around the sides indicates that the springs are contained in pockets, which will be much more effective than open spring mattresses.

"But always remember to lie down on a mattress in the showroom and ask for professional advice. Choosing a new mattress is a very important decision indeed."

M ake sure the bed base is suitable for your mattress. A poor base will make even the most expensive mattress uncomfortable. Divan or upholstered ones are best for spring mattresses as the springs in both components complement each other. Memory foam mattresses are better if you have only a wooden slatted base.

To gauge the right tension for you, lie on the mattress in the showroom, and push your hand under the small of your back. If there is a large gap, the mattress is too soft, no gap at all, then it’s too firm. Just being able to pass your hand through suggests that the tension is spot on.

If the mattress is too hard, your body will try to compensate by frequently tossing and turning during the night, up to 60 times. This will impair your and your partner’s sleep. A good mattress will reduce turning to 17 times a night.

A too-hard mattress makes the body do the work, rather than the bed. The shoulder and hips cannot sink into the mattress, so they curve towards each other, resulting in a bent and stressed spine.

A too-soft mattress lets the body sink into a hammock position, causing hips and shoulders to pinch in, the spine to curve and putting pressure on joints and muscles. Numbness and tingling can follow.

The best spring mattresses tend to be pocket-sprung, where each individual spring is kept separate to respond to pressure from your body.

Alphabet soup: Mattress-selling tips from A to Z

Here’s a 26-ingredient recipe that will satisfy your hunger for increased mattress sales


Accessories » Don’t think of protectors, pillows, sheets, etc., as add-ons. Use them to help shoppers maximize the enjoyment, benefits and longevity of their investment.

Benefits » It isn’t the product that’s important to shoppers; it’s what the product does for them. To shoppers, a bed is a bed. Show them how the features contribute to back support, comfort and their quality of life.

Close » Not closing mattress sales is a waste of time for your shoppers and yourself. They are going to buy somewhere and there are most certainly products you have that would satisfy them.

Demonstrate » Show mattresses by focusing first on the benefit then the feature: “You can sleep in one position longer on this mattress. It has a layer of convoluted foam that relieves pressure points.”

Educate » Teach shoppers about sleep. Learn as much as you can about the important benefits of deep sleep and the damaging effects of poor sleep. Use that knowledge to help your shoppers connect the dots to investing in a quality product.

Focus » Switch your focus from the product to the person. Ask, “How do you feel on this mattress?” rather than, “How does the mattress feel to you?” People may not like shopping, but they do like feeling good.

Guided discovery » Make selling steps more productive by involving the shopper in the process. Having goal-oriented conversations empowers shoppers and makes them more likely to buy.

Happiness » The one thing everyone wants is to be happy. There is no better product than a quality mattress to give people a better start on their day. Feeling good and being rested don’t guarantee happiness, but it sure does help.

Introduction » Always introduce yourself and ask for your shopper’s name; use it, but don’t overuse it. Establish a relationship by spending a few minutes talking about your shopper’s needs.

Journal» Keep a daily journal of your interactions with shoppers. Note things that don’t go well to find possible solutions, as well as things that do, and share with other retail sales associates.

Key » The key to mattress sales is to understand that shoppers approach the process as satisfying a need or fixing a problem. Through conversation, you have the ability to help them want to buy by adding emotion. Give people a glimpse of how their lives can be improved.

Listen » Slow down and give full attention to what your shopper has to say. Pause and consider before responding. I’m sure you know the old adage about why we have two ears and one mouth.

Mission » Knowing what you do about the benefits of sleeping on a quality mattress, make it your daily goal to help as many people as possible choose to buy one for their benefit.

Never » Don’t ask what your shopper wants to spend, bash your competitors or use warranty, price or comfort guarantees to close sales.

Overcome » Deal with objections by using your product knowledge to add value rather than stepping down in price or quality.

Product knowledge » Objectively learn every product on your floor by lying on the sleep surfaces and understand how the specifications create and contribute to the comfort level, support and durability of each.

Qualifying questions » Here are two questions that can change the dynamics of the selling process, increase your average ticket and customer satisfaction:

1) “Which mattress feels most like your current one?”

2) “Which do you like best now?”

Replacement » Make sure to recommend customers replace not only their mattresses before they wear out, but also their pillows and protectors.

Support » Shoppers mostly perceive comfort. It’s up to you to explain support and durability. Both contribute to the cost of the mattress and even more so to your customer’s satisfaction.

Train, train, train » Top veterans are not big know-it-alls. They realize how much they still have to learn and are in constant pursuit of increasing their knowledge and skills.

Understand » Recognize that your shoppers are on a mission to find a good value. Help redefine value as it relates to their quality of life rather than their dollars. Price shoppers are reluctant to pull the trigger, thinking there may be a better deal elsewhere.

Validate » Corroborate and support your shopper’s choice to help her decide to buy: “Together we’ve gone through a thorough process to find products that will work for you. I think you’ve made a good choice with this model.”

Warranties » Always make sure your customers understand that warranties cover only defects, not the normal wearing-out process.

eXamine » Analyze your motives. (Taking a literary license here because I couldn’t think of an application for X-ray, xylophone or xenophobia.) Putting others’ needs above your own will create more success than if success were your goal. People perceive intent. Serving instead of selling is a win-win deal.

You » … are the most important factor in a shopper’s decision of what and where to buy. It is true—people most often decide to buy from someone they trust.

Zzz » Sleep well and help others do the same. If you don’t already have a top-quality mattress, get one ASAP and then share how your life has improved. It may be the best ingredient of all.

Gerry Morris is an author, consultant and training coach with more than 20 years of experience in the mattress industry. Morris’ Inner Spring train-ing company has a strategic partnership with The Furniture Training Co. to offer a premium online training course, “Sell More Mattresses with Gerry Morris.” To view the course, visit

Top Tips For Selling A Used Mattress

Not everyone wants to keep their mattress for as long as it will live. Many will last up to 10 years if maintained properly, but some people may choose to change or replace within this time period for whatever reason. Suppose you have moved home, and perhaps want to downgrade or even upgrade your bed, it will, therefore, dictate time for mattress replacement. However, there is the question of what to do with the existing one. There are many options available, some will pay for a mattress removal service, others will recycle, while the next best thing would be to sell.

It is a fact that you can sell a used mattress at any time, but this will always depend on a number of factors that dictate the entire process. The most important question to ask yourself is; how to sell a mattress and still get some reasonable money? Below we discuss some points to think about:

Table of Contents

What You Must Consider

Choosing A Shop

Of course, the economic forces will play a central role. In this case, willing seller and willing buyer principle will definitely apply. However, take note that most shops will not go for used mattresses, because not only do they have the money to purchase new ones in bulk and at wholesale price, but also want to retain their reputation of dealing with new and not used products. However, there are some shops which specialize in second-hand goods which will happily oblige the situation, in which case they may even collect from you, but will most likely pay you the least amount of money due to a profit margin being required. If a shop is not an option for you, then read on and learn how to sell it yourself.

How About Law?

There are a number of things you should take note before selling a used mattress. Remember, existing laws can be an impediment to whether you can sell a used one or not. Therefore, see to it that you check the local statutes lest you find yourself on the wrong side of the law.

Where Should I Advertise?

Options are abundant when it comes to choosing where to list your sale. However, it is important for you to consider the correct platform or avenue you will use to advertise and make sure it suits you and your audience else it may all just be a waste of time. Certain options can include newspaper classifieds, online listings, forums, or just anything in this range. The best places are ones which are a niche in this field, such as websites and papers which specialize in sleep or mattresses. You can use word of mouth too because friends and family are likely to trust you and your used products more than a stranger.

5 Tips On How To Sell A Used Mattress

1. Clean It

Make it a point to see that the mattress you want to sell is thoroughly cleaned and sanitized so that your prospective buyers are not scared to make the purchase. Nobody wants to buy anything where they can obviously see sweat, urine or blood stains. Use a good cleaner and ensure it leaves a fresh odor for impressive results.

2. Be Honest

If the fact is correct, tell the customer that the mattress has been well maintained, especially by using the pad or protectors, and was cleaned, sanitized and aired regularly.

3. Brand Name

Never forget to mention the brand. In most cases, brand names point to quality irrespective of whether the product is used or new. If you can include the model or version that’s a bonus because it gives the prospective buyer a chance to run a quick Google search to look up specifications and owner reviews.

4. Take Pictures

Pictures speak a thousand words, so it goes without saying that anything you plan to sell should have corresponding images of the listed product. You must remember to include some photos taken from different angles so the buyers can gauge the quality and condition.

5. Other Details

If you have no pets in the home, always mention this fact. Potential buyers with pet allergies or a dislike for pets will be eager to know whether a cat or dog has been in contact with the bed. Also, if it’s coming from a non-smoking environment, it’s worth mentioning too. If you can offer delivery, be sure to mention this, and whether it will be free delivery or a cost involved.


If the points mentioned above are considered, you’re likely to sell fast. Whether it’s clothes or mattresses, many people are into buying used rather than new, so there’s no reason why you should be lumbered with yours taking up space in the garage.

The simple fact is, for anything taken out of the protective seal the pricing tends to be lower compared to one that is new and unopened. So provided the condition of your goods are saleable, lawful, and your advertisement is appealing while reaching the masses, there is plenty of scope for shifting your unwanted mattresses.

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