Showing-up
I've said before that showing-up is 80% of success. It's really true. Ron and I were talking about a guy like DeGrasso, former chairman of the New York Stock Exchange.
He didn't go to a great school, didn't have terrific contacts through his family, didn't start out with a terrific job at the stock exchange -- he started out as a lowly clerk on the floor of the exchange.
What he did was show-up. And he kept showing-up, until he had a multi-million dollar a year job.
In our system, showing-up is crucial. The Ostlund System for Selling Pools is designed to sell a pool when a customer first walks through the door. It's not that a receptionist takes the customer's information and promises to have a salesperson call. By the time a salesperson calls back, the moment has passed. When a customer first walks through that door, and is presented with all of the value in a Riviera pool, and is presented a price before leaving our store, that's powerful sales.
Now the customer, if they shop, has a clear sheet with a real price to present to our competitors and drive them crazy. Nobody comes close to us on price. But it's not just price, we need to overcome the skepticism that such a low price can't possibly equate to a quality pool.
The presentation is designed to overcome this skepticism and sell the customer on the value included in every Riviera Pool. Ask Sherri in our office about how long it took her and her husband Frank to buy a pool from us. They had made a visit to Paddock before walking into our store on a Sunday afternoon. After I went through our standard presentation, Frank and Sherri bought a pool from me. No measure, no drawing, just based on the presentation.
Show-up, perfect your presenatation, draw good pools, practice good lettering, sell tons of pools.
He didn't go to a great school, didn't have terrific contacts through his family, didn't start out with a terrific job at the stock exchange -- he started out as a lowly clerk on the floor of the exchange.
What he did was show-up. And he kept showing-up, until he had a multi-million dollar a year job.
In our system, showing-up is crucial. The Ostlund System for Selling Pools is designed to sell a pool when a customer first walks through the door. It's not that a receptionist takes the customer's information and promises to have a salesperson call. By the time a salesperson calls back, the moment has passed. When a customer first walks through that door, and is presented with all of the value in a Riviera pool, and is presented a price before leaving our store, that's powerful sales.
Now the customer, if they shop, has a clear sheet with a real price to present to our competitors and drive them crazy. Nobody comes close to us on price. But it's not just price, we need to overcome the skepticism that such a low price can't possibly equate to a quality pool.
The presentation is designed to overcome this skepticism and sell the customer on the value included in every Riviera Pool. Ask Sherri in our office about how long it took her and her husband Frank to buy a pool from us. They had made a visit to Paddock before walking into our store on a Sunday afternoon. After I went through our standard presentation, Frank and Sherri bought a pool from me. No measure, no drawing, just based on the presentation.
Show-up, perfect your presenatation, draw good pools, practice good lettering, sell tons of pools.
posted by Don Sheu at 11:42 AM
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