The Quota: March
From March 2006
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Sell Service, Not Price
By W. Grant Eppler
Describing a recent experience I had buying carpet is one of the best examples of how to convey the sales value of selling service, not price.
Like many home remodelers starting a project, I began carpet research at a big box home store. “I know nothing about carpet,” I confessed to the carpet section manager “Can you give the carpet tech 101 class?” Without hesitation, class began; from weight, to threads per inch, to spin, or thread tightness, to different piles, weaves and stain protections. In just 15 minutes, I knew a lot about carpet. Then, she quickly went to her most expensive stocked manufacturer, with all the greatest qualities listed above and said, “I cannot account for your style or taste, but anything within this line is a great quality carpet, at a great price. And, by the way, they’ll all be on sale next week.”
What more could a guy want?
Upon arriving home, I quickly shared all of my new carpet wisdom with my wife, rallied the kids, and off we went back to the big box store to select carpet samples. We picked a style and took home a carpet pallet with 32 different colors and carried it from one room to the next, until achieving family consensus.
Easy as pie.
Continued...
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Community Comments