Thread Number: 29580  /  Tag: Brand New Vacuum Cleaners
Kirby Salespitch -nice article 		[Down to Last]

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Post# 329942   7/23/2015 at 13:49 (3,198 days old) by ralph123 (Little Rock, AR)        

Nothing new, but nice commentary.

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Post# 329944 , Reply# 1   7/23/2015 at 14:13 (3,198 days old) by suckolux (Yuba City, CA)        

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If I had a lot of carpet, say wall to wall? I probably would get a newer Kirby that pulls itself, but does not work in my house.

Post# 329964 , Reply# 2   7/23/2015 at 18:26 (3,198 days old) by human (Pines of Carolina)        

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With the small amount of carpeted area in my house, the Kirbys are really overkill but still I love 'em, even if wouldn't buy one new. There are just too many good, used ones out there to be had for a pittance--or less if you luck up on the right dumpster like I did. I think I've spent less on all the vacuums I presently own than it would cost to buy a brand new Kirby with accessories.

Besides, I just have very little patience for pushy sales peopleI seem to remember reading somewhere a while back--it may have been here on Vacuumland--about somebody who encountered a Kirby salesman who was so relentless the only way to get the guy to leave without buying a vacuum was to show him to the door at gunpoint. That's little extreme and I have no desire to own a gun, but I can definitely understand the sentiment.

Post# 329971 , Reply# 3   7/23/2015 at 19:54 (3,198 days old) by suckolux (Yuba City, CA)        

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150-200 seems buy in for later model, nice machine here on CL

Post# 330067 , Reply# 4   7/24/2015 at 22:13 (3,197 days old) by dartman (Portland OR)        

Went completely through the sales pitch a few times, first time my garage sale Kenmore canister with a nice power head was on its last legs, second time I was off work on workman's comp with a broken arm and flat broke.
First time the salesman called back with a almost brand new Royal canister with all the attachments he'd taken in on trade. I bought it for 200 bucks about 90 and still have it and it works.
Second time I told his helper straight up I was hurt and flat broke and they could do their demo but I wasn't buying anything.
The main guy was very very high pressure and dropped the price but it was still expensive and I was happy with my Royal still many years later.
Mom had a few Kirbys and they were great heavy tanks but always overpriced. I too believe in garage sales and Craig's List where things go for cheap, which is where I bought my latest Starks/Royal 4650 for 25 bucks because my 413 has a bad hose and they are hard to find now.
The new one had a bad open wire in the house but everything worked in the bypass full on switch setting and I later found a good setup on eBay cheap.
The first Kirby guy was smart enough to keep my number and make a few bucks for himself on a trade he probably paid nothing for and I got a great vacuum and everyone was happy, second guy was too pushy and I wouldn't buy anything from him.

Post# 330070 , Reply# 5   7/24/2015 at 22:49 (3,197 days old) by human (Pines of Carolina)        

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Dartman wrote: The first Kirby guy was smart enough to keep my number and make a few bucks for himself on a trade he probably paid nothing for and I got a great vacuum and everyone was happy...

I reply: Yes, that is the mark of a good salesman. By doing you a good turn, he was trying to build a relationship that could possibly result in referrals to other potential customers and possibly a future sale to you. Meanwhile, he probably made about as much on that Royal as he would have in commission on a new Kirby. It was a win-win for both of you.

The other guy's rigid focus on making a quick sale turned the transaction into an all-or-nothing proposition in which you already had all you needed and he walked away with nothing. He may have bullied a few people into a sale, but I doubt he had many repeat customers.

I wonder which of the two salesmen had the more successful long term career. My money's on the guy who sold you the Royal. The other guy probably ended up workng for a collection agency.

Post# 330198 , Reply# 6   7/26/2015 at 20:24 (3,195 days old) by dartman (Portland OR)        

Yep, doubt he went far or stayed with it long. Other guy I think I tried to steer people his way. I had just moved into my rental a couple of years before and we were still finding stuff for it. Second guy I was still there becuase rent HAD been way cheaper then buying a house about 2009. Had everything we needed anyways and wanted to buy but was hurt so had to stay put and put off buying till forced to in 2012. Last thing I needed right then was a vacuum that cost more then the car I was driving.
One good thing was houses and interest rates were the cheapest they'd ever been and I found a way bigger nicer house for less then my rent was on the old pos we were in.

Post# 330250 , Reply# 7   7/27/2015 at 10:49 (3,194 days old) by Kirbysthebest (Midwest)        
Kirby's presentation

 Has won accolades from many in the business world. I had a college professor reference Kirby's presentation as a best practices in motivational speeches.

The Kirby presentation features the Kirby, but breaks it down into smaller pieces building value in each piece they demonstrate. It is designed to overcome objections and conditioning the prospect by consistently keeping the prospect saying yes.

Another part of the presentation is to allow the homeowner (no longer just the lady of the house) to use the machine so that they feel ownership and comfortable with it in their hands. They are in control of all this activity that is going on and they want to be able to do this themselves.

As I have said many times before, and was usually shot down, most Kirby dealers I know kept their trades as the trade amount came off their bottom line. This is where they were able to make their gas money by selling the trades at a later date.

When you are in a home and the prospect doesn't buy, but says "what I would want in a new vacuum is _____). You can go back with one of your cleaned up trades in a few days and offer them what they stated they wanted. If you are in it for the long haul, this is a prospect you can knock their door in six months to a year and see how things are going and offer them a look at the Kirby again.

Unfortunately, many of the Kirby dealers anymore are only there for the trial period and once once they have demo'd all their family they move on to "steady" work.

Funny human mentioned collection agency, I too worked collections for 16 years. If you think about it Collections are just reverse sales. You are collecting after a service or sale. You are conveniencing the debtor to do the right thing and pay their bills. You build value in the process that they will avoid calls, build their credit, have peace of mind. Collections can be done nicely, or with arm twisting, just like sales.




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