The BedBuzz
Our mission is to create an entertaining and informative platform where we dive into the world of our Mattress Firm family, the mattress industry, and all things sleep.
We uncover the captivating stories of Mattress Firm employees and industry veterans and explore their journeys, experiences, and the valuable lessons they've learned while having fun and selling beds. In addition to the storytelling, we'll also share practical tips and tricks of the trade along with the importance of sleep wellness.
Our host, Harry Roberts, is one of the original founders of Mattress Firm, the largest sleep shop chain in the United States. Our Co-host, Jimmy Hill, has broad experience in mattress retail, mattress wholesale and building a mattress brand from the ground up. Together, Harry and Jimmy's contagious passion, enthusiasm, and sense of humor will have you waiting for their next episode.
The BedBuzz
“Closer Extraordinaire” TJ Hathorne is Back!
We’re thrilled to welcome back TJ Hathorne from Tempur-Sealy — aka the Closer Extraordinaire — to break down what it really takes to close the sale and help more guests say YES.
Here are a few highlights:
- 🧠 The #1 reason most salespeople don’t close (and how to fix it)
- 💬 Magic language like: “Is this the bed you can see yourself sleeping on?”
- 🔑 The art of the trial close and how to get the little “yeses” before the big one
- 🎯 When and how to ask the right closing question (and when to SHUT UP)
- 🐶 His legendary “puppy dog” close: “I'm sorry I failed you…” 😳
- 🛠️ Practical techniques for handling price, one-leggers, and objections
💬 Whether you’re new to the floor or a seasoned pro, TJ delivers a masterclass in confidence, purpose, and language that SELLS.
Special thanks to the team at Podium: Where businesses grow, customers connect, and success starts. Find out more here.
