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<DIV><FONT face=Arial size=2>List,</FONT></DIV>
<DIV><FONT face=Arial size=2>For the last several years I have started doing
something new, this is probably SOP for many of you.</FONT></DIV>
<DIV><FONT face=Arial size=2>I ask my client to play for me, or the child taking
lessons, anyone really in the house that seems to use the piano. Man, you will
learn a lot and be suprised more often than you would think. You'll get great
insite into what specifically the client needs, often something other than you
might have guessed or sold them, they will realize this and a relationship is
formed with much better odds of you being able to sell the client exactly what
they want and need in the way of piano service. I've sometimes realized right
away that the customer has the wrong piano, and told them that.</FONT></DIV>
<DIV><FONT face=Arial size=2>Take a few minutes to have a seat after ( or before
and after ) the service call, take a break and enjoy the sound of a piano being
played. Not appropriate for all clients, but most seem to really appreciate it.
Maybe I'm just getting old and lazy.</FONT></DIV>
<DIV><FONT face=Arial size=2>Fenton</FONT></DIV></BODY></HTML>