|photo of big city apartments|
photo courtesy of Roy Googin / wikipedia
The challenge was this ⸺ the apartments she had ready for instant move-in were the unites that had two bedrooms and cost about $100 a month more than the one bedroom our son had budgeted.
While he hesitated, Brittany chatted with us about the graduation, our son's new job, and how often we would visit him. Then she struck:
"If he had a two bedroom apartment, you could stay with him!"
Immediately, I did the mental math of our 5-day graduation visit: $150/night for a hotel, $100/day for three meals for two people, etc. If we visited twice per year for five days, our hotel and meal cost would be more than double the difference between a one- and two-bedroom apartment.
Why doesn't he get the two-bedroom and we pay the extra $100/month. A definite win-win!
This is what good sales people do, and why they are so valuable on a QFD team. Brittany was able to quickly translate the feature of "two-bedroom" into the customer need of "parents can visit cheaply."