The manager of a superstore was surprised to see his newest salesman ushering a man out the door with multiple signed contracts in hand. The customer left with a new boat, SUV and enough new tackle to outfit the boat for an extended period of time. The man actually seemed very happy with his purchase and the new salesman almost seemed like the customers best friend.
The manager was impressed and was curious how the young man had convinced the customer to make so many expensive purchases.
When the customer was safely on the road with his new boat gleaming behind him the manager approached his employee and said, The guy comes in for a fishing hook and you send him home with thousands of dollars worth of merchandise. Howd you do it?
The employee looked at his boss sheepishly and replied, Aw, it was easy. When he told me he needed cough medicine for his wife I told him he should consider the weekend lost and just go fishing. Apparently he thought it was a good idea.
You may have heard this or a similar story before, but the overall point of the story is powerful, you can never be too sure what will motivate a potential customer to make a purchase....