Nick was having a real string of successful closes. The experienced salespeople were jealous. But then Nick started having a problem.
The last three sales were canceled within days of being made. In one instance, the color was all wrong. In another, the customer said that she couldn’t wait two weeks. Finally, although the quality of the product was first rate, the customer decided she couldn’t afford it. In every instance, none of the folks wanted to have any further discussion – the orders were canceled. Period.
Nick decided that he really needed to attend the company sales training program.
Later that same day, a young couple came in and chose the highest- quality and most expensive product in the store.
“This is the one we want. We’ll order it now.”
As Nick was writing up he order, he stopped and stared at the couple. He could not believe the words coming out of his mouth.
“I hope you don’t change your mind, but let me ask you something. When you first came in, you were looking for a moderately priced item, and you’ve selected the most expensive item in the store. Are you sure you really want to do this?”
“You’re right,” replied the woman, “I’d probably think that tomorrow, but looking at it now, I know the price is worth it. Yes. We want it. No doubts.”