The moment you give real options, selling disappears. You’re just curating a menu and letting the customer decide what’s right for their family. It has costed us millions, but I would never change it. Trust compounds. Overselling doesn’t.
@officialchadpetermanTranscript
I have willingly lost millions in sales, and I would do it all over again. Let me explain. We teach our field pros here at Peterman Brothers that we give all customers options. Six, in fact, that may seem like a lot, but we feel that giving six options all the way from the immediate problem that we were called out to to the premium plus package of everything that they could possibly do within the home to make that system more reliable, safer, and potentially the air or water in their home healthier. Again, overselling for the sake of overselling is only going to lead to bad things. When we give our customers options and allow them to choose, there is no more selling involved. You are simply curating a menu so that they can then make the best decision for their family. Do you want to be salesy or do you want to provide a menu of options that customers can choose from. You choose.
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