At Your Service
He says that on one hand, Pardini bills the extended service company for repairs. Secondly, he says, "When employees see that you start utilizing this, they catch on. I sold one to my mother."
Since then, the appliance retailer has had a huge success rate. Pardini says, "When the salespeople really started getting into it—starting May of this year when we started selling 'expert protection'—I had employees come in saying, 'I sold one today and I sold three today!' Now, they come in and say, 'I sold three today and are actually disappointed" because they wished they had sold more.
Pardini recalls that one employee sold a $20,000 kitchen with nine appliances. What she was most satisfied with was selling seven service contracts on those appliances. Not only did she make more money, plus her commission, but Pardini says, "She also knows that the customer will be happy for five years and they'll tell their friends."