I've been in sales for a while now, and I like to think I have an idea how the game is played. One piece involves discounts. I'm not opposed to them...if the volume is there. So, as it's said, show me the money.
One time a fellow did just that. And I still have his money.
Someone I'd never seen before came to me at the old barn about buying an Electric Eel, the snakes I sell. After going through all the early process, showing him a unit and what goes with it, we came to the real nitty gritty. We began talking cost.
"I'm going to be big, Cosgriff, real big," he was preaching to me. "I'll bring you all my business. Can you help me out?"
"Whaddaya want?"
"Ten percent. I'm gonna buy a lot of stuff off you, man."
I hedged. You can usually tell when you're dealing with someone who's putting you on, painting a grand vista; playing with cow cookies. Yet this time, instead of turning him down flat I thought I'd call his bluff. "What's your initial order?" I asked.
"Five," he answered without hesitation.
"Deal," I answered in kind. At the time the units sold for around two grand, so his total was in the area of $10,000. I'd go ten off for that.
"Write me up Cosgriff, and I'll give you a down payment," he says, with an unwarranted degree of self assurance. "I'll pay the balance when you get the stuff." So I wrote him up.
He gave me twenty dollars.
As Mr. Going Big left, me Pops was staring at me with uncertainty. "You're taking quite a chance on someone you don't know."
"He ain't coming back, Dad. He's trying to play big shot." Pops shook his head gently and grinned.
I never even bothered to process the order. And here better than a decade later, I still have his twenty bucks.
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