The SRI™ Fabric and Leather Protection Selling Plan

This is the most successful selling plan ever developed. It was introduced in 1986.

One of the largest retail furniture companies was charging $19.95, $29.95, and $39.95 to treat a chair, love seat or sofa and selling fewer than 30% of the upholstered furniture buyers. After discussing it with Mr. Lawhon, they raised the prices to $60, $70, and $80 respectively . Their first full calendar month they sold over 80% of upholstered furniture buyers fabric protection and put over one million dollars additional net profit in the bottom line. Today, over ten years later, if you are not selling over 90% of the upholstered furniture buyers fabric protection or leather care, you can't work there. They know when you are not following the plan.

The plan was developed by John F. Lawhon to prove to retail managers and salespeople just one basic fact: What gets accurately measured on an ongoing basis will be improving on an ongoing basis.

The retailer has an accurate record of all upholstered furniture sales and the salesperson that makes the sale. When the percentage sold is used as the measurement, it guarantees ongoing improvement in that salesperson's competence when it comes to selling fabric protection and leather care. To my knowledge this plan, when followed, has never failed to work for even the weakest salespeople in the industry.

This simple plan added so much value to what was being sold without adding one penny in cost that over 90% of the prospective customers were willing to pay over three times as much and wind up far more satisfied.

There is one discipline of the plan that when used to educate and motivate, will have every salesperson selling over 30% of their prospective customer contacts in your company within one year.

What causes this to happen? When the simple SRI™ Fabric & Leather Protection Selling Plan is followed, it does the two things:

• It adds over three times the value to product -- making it worth over three times the price asked to the upholstered furniture buyer.
  
• But, it does more because it greatly increases the perceived quality of the company's fabric & leather protection.