It’s NOT About Price; It’s About the Value of Keeping Cool!

What a surprise I received when I began looking for a new air conditioning system for our house last month.   Who would think buying an air conditioner would be a sales learning experience?

One salesman tried to run down every other company in town.  Still another tried to prove that his system and service was superior (oversold it to us is more accurate).   Another one criticized us for getting bids from anyone else and having a faulty system in the first place.   They all seemed to have answers to questions we never asked.

After several exhausting interviews, some friends suggested a local company who helped them after a storm.  They said this company was the only one who came and said, “We will fix your problem” – not:  “How much money did the insurance company give you?”

Hugh came on an incredibly hot day and immediately asked if we were comfortable at night in our home.  We answered, “No.”   Then he told us what we had wanted someone to say (no one had yet), “Whether you choose us or not, I won’t leave your system without enough Freon (refrigerants) in it today.  You won’t sleep hot tonight.”

He didn’t try to sell us a “system” (Features); he sold us on having a cool night (Benefits)!  He didn’t have to get permission from the boss to satisfy us.    He carried the authority to make his company and boss look good by making us happy.

No slick presentation.  No list of awards/accomplishments.  No put-downs of us or competitors.  Just asked what we really wanted… and delivered it.

We hired him.  We didn’t have to think about it.  He won our business by asking us what we wanted and giving us what we needed.

Empowering Hugh to satisfy the customer made him the winner in the “Keep Our Family Cool” contest.

By the way, his price wasn’t the cheapest.  We didn’t care.  We wanted to be cool.

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