Excerpt From Do We Have a Deal
“Ok
. Here’s what we’ll do. Where’s the salesman?”
“Right here.” Harold said from the other side of the counter.
Dutch looked up. Harold’s presence hadn’t even registered on Dutch.
“Listen up… What’s your name, again?”
“Harold.”
“Right. Ok, listen up. We’ll leave the figures where they are. Tell your customer that we are throwing in a
five year power train warranty. Tell him we want him to be a customer for life. Tell him that if he ever gets tired
of the truck we’ll be happy to take it back as a trade.”
“Ok. Got it.” Harold said, reaching for the four-square Dutch was holding out.
Before he let go of the form, Dutch said “Just like that. Take it back as a trade, not just take it back. Understand?”
“Yessir, take it back as a trade.” Harold repeated, easing the form from Dutch’s fingers. He turned to leave.
“Hey.” Dutch called.
Harold turned back to the tower.
“Don’t write that ‘take it back’ business down anywhere. I don’t want a record of that story coming back to bite me on the ass after you’re long gone.”
“Ok, boss.” Dutch liked being recognized as the one in charge and Harold had been in the corporate world long enough to recognize that bit of ego.
“This is a good deal for you. Go close it.”
Buy The book now.