Using a napkin to increase sales

Sell to be understood, not to impress

Our waiter ushered us over to our table as we sat down in the small local diner.  My potential customer, Mark, knew the place well and most of the patrons in the diner.  After he got done saying hello to literally everyone in the diner, we made some initial small talk, and I started in on my planned questions around Mark’s operation.

Mark found it amusing that a computer problem was going to get him a free lunch and no sales presentation.  Little did he know, I had a backup plan.

Taking a page from my manager’s selling book, I grabbed a…

Listen in as I discuss how a computer battery and an impromptu use of a napkin helped make a sale.

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