Elmer Wheeler made a fortune with the slogan, "Don't sell the steak; sell the sizzle." He told a manufacturer of drill bits that selling a 'round hole' was the key to more sales. Customers are motivated by different things. If you want to make friends with a horse, give him an apple. Give a dog meat, but it won't work the other way around.
Customers are interested in clean floors, carpets and furniture. In your sales presentation, make sure to mention "external extraction"® and tell the prospect about the benefits of removing soil, waste water and foul smelling air from the building or home.
Point out that your process leaves the carpet soft and residue free so it will not attract and hold dirt. Mention that you do not bring heavy, cumbersome equipment into the home where it may damage paint, wallpaper and furnishings.
And don't forget to stress safety. You don't generate carbon monoxide and you use gentle, safe pressures and temperatures. If a prospect has questions you can't answer, invite them to visit www.baneclene.com/.
©Bane-Clene® Corporation 2009 Reprinting or electronically publishing this article is strictly prohibited without permission from Bane-Clene Corp.
