The first table
A salesperson sits at a homeowner's kitchen table and does a good job. The homeowner likes them. They say they need to think it over, and the salesperson goes.
That table is where the promise gets made.
The second table
The same homeowner, an hour later, with a phone. The salesperson has done their work and has no seat here. What gets typed is a handful of questions, each with the company's name in it: is this company worth the money, can I trust it, does it stand behind its warranty.
Greg Cummings tells a version of this from his own career. A homeowner liked and trusted him, and then asked a harder thing: how could they know the rest of the company was like him? He had no independent way to prove it. That gap is part of why Power100 exists.
What the homeowner is separating
They are pulling apart the person from the organization. The salesperson was easy to judge. The company behind them is not, and the only way to judge it is the record.
The evidence sits in for the salesperson
Nobody is there to explain. So what the person reads is what the company, its customers, its employees and third parties have already put in public. A company with a warm salesperson and a thin record is asking the person to trust one individual without proof of the rest. A company with a solid record lets the salesperson's good impression be confirmed by the answer.
What the example teaches
- The most important reading often happens after the sales conversation, not before it.
- It is the company that gets judged here, not the individual.
- The same searches continue after signing, when the person decides whether to stay with the choice. See the questions.
Next A third scene, about the page that wins and the person it still loses: Ranked first and still lost