Well that is a timely reminder that it is important to take into account what the customer has in their 'minds eye' as to the finished product. Their 'minds eye' view may be of a perfectly clean suite, not dissimilar to the day it was new. Our job is to find out what that minds eye view is before we touch it. If the suite is dirty, or I think it is going to be difficult, I always ask a very direct question, 'so tell me how you expect this suite to look after I've cleaned it?' The answer to that question brings out their minds eye view. If they say, 'like new,' or anything even slightly akin to that and the suite is dirty and worn, discoloured , sun faded etc etc, then you have to go to work on their minds eye view and alter it back to reality. You do this by highlighting the dirty or problematic areas and ask another equally direct question, 'so what if these areas don't come as clean as the rest of it, how would you feel about that?' Most people will quickly shift to a lower expectation, but only because you worked on that initial minds eye view. Most just say, 'just do what you can.' The important thing here is they told you just to do the best you can. In those circumstances after having cleaned one cushion (the dirtiest) , or the dirty arm, show them the result with the question, 'that's the best I can do, is that ok.' If they say, 'yes' they have just accepted the new view of how the suite will look when done. If they don't accept it, pack up and leave and save yourself the grief.
It sounds like Colin did qualify the customer, which brings us to another reality, that we are dealing with a cross section of humanity and some people, even the ones you pre-qualify to hell can't accept anything less than perfect, even though it was them that got that suit into that condition in the first place. Unfortunately they don't have the common courtesy to have the words ' dick head' tattooed on their foreheads.
Can't believe they washed the cushions, but the fact that they did means they have tampered with the end result which screws them up for taking it any further.
Simon