Erdoğan ILDIZ    Aydınlık Gazetesi - Makale İletişimİletişim

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            After basic knowledge is obtained about carpets and kilims it’s time to learn how to sell them. The approach is different from selling wall to wall or single machine carpets. Hand woven carpets and kilims are costly and this narrows the demand. Therefore the artistic value and the life long investment issues must be emphasized. Hence, it is important to act patiently and carefully as in a patient-doctor relationship, no matter who shows up as a client. So selling should be performed according to a procedure.

           Through years of experience I have evolved an “ approach ” that I will share with you.

The best way to begin is to say a couple of friendly words. The client should feel comfortable and not hurried. Meanwhile a short chat will indicate that the sale will not be a rushed one. Such dialogues must be positive without any tension or stress. During the conversation, the client’s knowledge of the product and view about the price is tested and in accordance with these preferences various types of carpets are shown. Start with light and bright toned carpets and proceed as the customers reveal their likes and dislikes.   

Selling is an art and also a kind of  “ show ” . It should be leisurely and relaxed. The carpets should be laid out individually during which time pieces of information like labour, design, the meaning of the design, the quality of the dye, the artistic worth of the carpet, the difficulties of hand weaving and the time invested in each stage of preparation are emphasized. This clarifies the mind of the buyer and eliminates prejudices concerning price. Thus, the first stage of selling is complete.

            At the second stage, the client’ s preferences are discovered. While putting away the other carpets, more detailed information is given on the selected products and interest is focused on them. The main idea at this stage is to build confidence between the client and oneself.

           Eventually at the third stage, the preferred products are laid side by side for comparison. Starting with the least preferred carpet or kilim, the prices are specified. It is important to emphasize that the product is an object of investment. Then explanations about the warranty vertificate have to be given. Now is the time for the last stage.

           If the client has reached a decision the certificate is filled and the product is wrapped up. If the client is having a difficult time to make a choice, your individual view as an expert can be expressed.

           The client’ s hesitation is probably due to one of two situations :

1-The client is still undecided. In such a case you should carry on with the sales advice.

2-The client may have some hesitation over the price.

He either wants to bargain or his method of payment is inadequate.

            At this point if the problem is correctly identified it is easy to reach a solution. First the client’ s preference of payment is asked and if inadequate, the use of a credit card, a cheque or a blank cheque or perhaps the making of a down payment can be recommended. Alternatively a different product for a more reasonable price can be recommended.

            If there is no completion of the sale, the following negotiations can be tried in order to understand whether the client is looking for ways of bargaining or not :

1-A certain discount in price could be considered on the understanding that good reference will be given in favour of your firm.

2-Your firm’ s cash needs can be emphasized and the client is asked to come up with the price he has in mind.


If none of the above mentioned strategies work, then the client must be assured that he can purchase carpets from you at any other time for suitable prices. The client must be kindly taken to the door even if there is no purchase realized, because the important thing is that the client will feel friendliness towards the shop, so he may return or send his friends.











         The price list shown on the next page is specified according to 2 K standard. The list is prepared vertically in accordance with the alphabetical order of the types of carpets and kilims and horizontally in accordance with the sizes. The figure at the junction of the name and size of the carpet shows the 2K price.

            There is 20 % price difference between each level of K’ s as previously indicated. For instance let’ s assume that a 2K Milas Seccade carpet is 100 units. If this carpet is 1K it will be 120 units and if 3K it will be 80 units. We can simply formulize this in the following way:


1K Milas Seccade carpet = 100 x 1.20 = 120 Units ( % 20 more )

2K Milas Seccade carpet = (list price) = 100 Units

3K Milas Seccade carpet = 100 x 0.80 =   80 Units ( % 20 less )

4K Milas Seccade carpet = 100 x 0.64 =   64 Units ( % 20 less )  

5K Milas Seccade carpet = 100 x 0.52 =   52 Units ( % 20 less )



            All prices can be indicated on a single list from 1K to 5K. Moreover, on every carpets label the type of the type of the product, the size and level of K should be indicated.








“ Natural Dyes and Home Dyeing ” Adrosko İngilizce
“ Der Anatolische Teppich ” or Iten-Marıız Almanca
“ The Turkish Rug ”   İngilizce
“ Facts about Oriental Rugs ” Jacobsen İngilizce
“ The Undiscovered Kilim” David Black İngilizce
“ Turkish Flat Weaves ” Zımba-Akatay Schwartz İngilizce
“ The Connoiseur’s Guide to Oriental Carpets ”   E. Gans-Ruedın İngilizce



29 Church Lane  
Little Abington  
Cambride GB  
Tel: (0044)-223891645  
Fax:           -223893724  



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