With another season of door buster deals that are "only good till 6 am" fully in swing, I was instructed by my wife to take the truck and go purchase a mattress and box springs for my mother-in-law. Fortunately I was given an itinerary as to the whereabouts and specific make/model of bedding that was to be acquired. My role in this holiday shopping escapade was to be the Closer. Now the Closer is actually one of my favorite shopping persona's, and is one that gives me a superior tactical advantage upon entering any sales environment.
You see, most folks in sales tend to see a mark when they walk into their domain - that's what they're taught in "sales school". The simple rules of engagement are:
1) Greet target with large unbelievable smile
2) Bait target with assurances/promises of receiving a great deal today
3) Ignore actual words that come out of targets mouth about what they're really looking for
4) Up-sell everything
5) Remind target of the great deal they're getting today
6) Additional Up-selling, financing or warranty opportunity
7) Take money and close sale
Now a Closer can take on multiple personalities, two of my favorites are the Kill 'em with kindness (basically, a preemptive attack on all sales tactics where you beat the sales person to the punch while rebuking all efforts in the process), or the Assassin (shoot everything down, with no reasons whatsoever - they pitch, you destroy). On this particular occasion, I chose the Assassin and proceeded to dismantle every attempt of the salesman at the Sleep Outfitters I was sent to. My mission was to acquire the package deal advertised on the front page of the flier - nothing more or less.
After a thorough beat down of my adversary, we proceeded to the computer so he could "check the inventory" (another oft used tactic to pressure marks into reconsidering their choices into a more upscale option that happens to be available today) and calculate the discount as - "this deal is sooo good sir that we don't even have it as an option in the computer!"
As I'm ignoring the futile attempts of this gumshoe, my reconnaissance brings to my attention a bonus objective. You see while a Closer's mission is successful delivery of the package, there are at times bonus objectives which allow the Closer to capture additional collateral. These opportunities are usually rare, and require swift tactics to accomplish.
My bonus objective was a mattress cover which was supposed to be offered (as a part of the previously mentioned Up Sale sales tactic) to me during the closing of our transaction. As the marquee sign at the computer desk clearly read - "If your sales associate doesn't offer one to you - ITS FREE". Having been in these situations previously, I realized that this prize was a long shot - as even Jr. sales clerks have these key sales faux pas ingrained in their brains (you NEVER want to be the sales guy that had to give something away for free - EVER). As the paper work printed and signatures were made, I realized this one was in the bag. I thought I was going to give it away as I broke character for the first time at the end of the transaction and throwing him a bone when I asked "is that it...?" After he responded "sure is", I returned to character - picked up a mattress cover and asked "...so I guess this is included too then?" "Uhhh - no..."
he responds, clearly caught off guard and frantically looking to locate his manager. Much to his dismay, as I spun the marquee sign around and remind him of his store's policy, I see a weakness in the Jr. clerk that managed to break my resolve. He's the new guy, I figured that out a while ago - and he probably needs this job a lot more than I needed a mattress cover so I allowed him some pride in getting the last words in, "...you're getting such a great deal on the set - I can't afford to give you the cover for free too..."
Sure I could have made a scene, demanded to speak to the manager, or even worse berated him in front of the other customers in the store - but a good Closer knows the priority of the objectives, and sometimes you have to let a fish go when you don't have the fight in ya. As I shook his deflated-limp hand on my way out of the door I wondered if I had done him a disservice by not crushing him for the mattress cover - they say you learn more from defeat than victory. Did he realize what had happened, or did he believe he'd actually won? Who knows - maybe he did...maybe he did.