Rebuild Sales Approach

[Nichols]

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One word:
    Control.

"So... Mr. Owner.... does the piano perform at YOUR level, or do you play 
at ITS' level?"

Sounds like it's between him and his wife. Who plays?

Good luck,
Guy

P.S.  all else fails, you could always turn down the regular service. Call 
it un-workable, or whatever.


At 12:04 PM 4/29/2004 -0400, you wrote:
>I've been servicing a 1920s S&S L for five years. It plays like a truck, 
>has loose tuning pins, dead bass strings, false beats and a dismal killer 
>octave section. The owner knows the action is toast and wants it rebuilt. 
>However, his wife has commented on how nice it sounds since Mr. Patchemup 
>restrung (totally rebuilt, of course) the piano some thirty years ago. For 
>some reason I am hesitant to try and sell the whole package - which it 
>definitely needs if the piano is to perform like it should/could.
>
>Any recommendations on how to approach this without sounding like a used 
>car salesman?
>
>He has already told me he wants to do the action after he moves this 
>summer (to a condo on the bay - as in no $$ troubles here).
>
>Thanks.
>
>Terry Farrell

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