Rebuild Sales Approach

[jason kanter]

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"It sounds nice because the basic structure of the piano is so well =
designed ... but there are components that age, such as strings and felt =
hammers ... and that's why it can also become so much better by updating =
these when they become old and lose their original springiness and =
vitality... you will reclaim the original magnificence of the piano"
  ----- Original Message -----=20
  From: Nichols=20
  To: Pianotech=20
  Sent: Thursday, April 29, 2004 10:22 AM
  Subject: Re: Rebuild Sales Approach


  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.
    =20
    Any recommendations on how to approach this without sounding like a =
used car salesman?
    =20
    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).
    =20
    Thanks.
    =20
    Terry Farrell
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