Earlier this year a powerful hailstorm greatly damaged the roof of Ilene’s home as well as that of many others in her community.
This was followed shortly by a number of roofers knocking on doors and offering to repair and replace roofs.
Ilene and her husband, Alan, had held off doing so until the above-mentioned hero of our story told them that the chances were excellent that if there was damage on more than 25 percent of their roof, their insurance company would need to foot the bill.
Surprised, they did some research and found out this was indeed true. They then called their insurance company.
When the insurance adjuster visited them, he explained that because the roof was ten years old they would need to take that into consideration and he would get back to them.
He did, and told them that the company would absolutely cover it. Ilene and Alan soon afterwards received a check for the full amount of the new roof.
Guess who got the sale?
Why? Because he was the most skilled roofer of all of them who’d called?
He might or might not have been. Regardless, that’s certainly not why the sale was his.
It’s because he was the only one that, rather than simply selling his services, found a solution to the problem his prospective customers had.
Selling: discovering what a person wants, needs, or desires…and helping them to get it.
Yep…that’s really what it is!