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Smurfville :: The Smurfs (Everything Smurf) :: The Smurfs Movie! :: Jean Beliveau Jersey our old - View Topic
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Jean Beliveau Jersey our old (13th Aug 16 at 8:49am UTC)
We needed some vacuum bags for an old Wertheim which was a bit battered after 15 years, but still worked fine.

So on the Monday, off we trotted, exchanged the light and walked into Godfreys next door.

It was bedlam - there were people everywhere. We searched around and eventually found the replacement bags.

As we'd just moved in to our new house, which had an open fireplace, we thought it would be nice to get a reasonable quality second hand cleaner to vacuum the hearth.

Looking at the cleaners, I realised they were mainly cheap models (surprise Jonathan Toews Jersey , surprise) and as an ex engineer, thought they looked flimsy and wouldn't last.

I had a picture of a Wertheim in my head. I'd had this make of over 20 years and they were considered to be one of the best in the world. I was comparing these models to the picture in my head. Naturally, none of them did.

Herein lies a fundamental sales principle. Approximately 80% of the time we have some form of internal representation (a picture, feeling etc) of what it is we want before going to the store. If the external doesn't match the internal representation, we generally won't buy anything, and walk out.

Now along came Carlos. Picture a short, stocky Spaniard with a jovial personality.

His first words were, "I'm not a salesman - I'm just a technician who fixes these things". As an ex engineer, I immediately related to this (even though my make my living in sales John Tavares Jersey , I always emphasise the underlying solidity of a product or service).

His next statement - "You get what you pay for - See that model? It lasted 2 hours! Sure it comes in pretty colours, but it has no power and the motor burned out."

Music to my ears someone who wouldn't try to palm off junk on me.

By now I'd told him I had an old Wertheim and I knew what he was talking about regarding quality.

Carlos was smart. He now knew that I was wanted quality and longevity (and were very happy with a Wertheim) so he suggested we look at some new models "just to get an idea".

So we did the usual picking up sand, wool etc. from the carpet using a variety of well known expensive models. None of them did a particularly good job.

While this was happening, Carlos was asking us questions. (Another fundamental of a good salesperson.)

"Did anyone in the family have asthma, allergies? Did we have pets etc."

By now we'd got through the "other" cleaners, and were about to test a top of the line Wertheim.

We told him that dust mites were a problem, and he said that his daughter suffered badly from a dust mite allergy with asthma symptoms and that the Wertheim had a triple sub micron filter that fixed the problem.

Naturally, we asked how Well, he said they left the cleaner running on low ALL NIGHT filtering the air in the room and his daughter slept very peacefully. You can imagine our reaction run the cleaner ALL NIGHT?

"Yes Jeff Carter Jersey , it has a 10 year warranty, so what's the problem?"

Brilliant strategy! Carlos appealed to my sense of engineering and quality. He told me in an indirect way, using the metaphor of his daughter's allergy, how reliable the machine was.

We of course tested the machine and it was the only one to pick up all the sand and fluff. So it obviously worked.

Now came the piece d'rsistance.

Godfreys have a famous ad they run where they pick up a bowling ball with the hose to demonstrate suction.

Picture this model: It's solid, with an opening for the hose on the top. Carlos turned it on full power, slapped his large hairy hand over the hose opening and picked up the cleaner and danced around the room with it hanging off his arm!

Both Barbara and I fell about the floor laughing hysterically! As a performance, it was masterful.

Carlos put the cleaner down and while we were still on a high came the really clever bit.

"Wertheim knows that its existing clients are the best advertisement for its quality. As you already own one, the company is offering a $500 trade in on a new model, but this offer is only valid till the end of the weekend"

Barbara and I exchange looks Jean Beliveau Jersey , "a $500 trade in on our old machine? That was a really good offer", and a tacit decision to buy was made.
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