Excelling at selling, on a serious tip
Harvey Mackay
Years ago, a salesperson friend told me a story about his daughter. She insisted on buying her favorite gumdrops from a particular candy store owned by Nick, even though a more convenient candy store had recently opened in a shopping mall.
The reason, she said, was that "Nick always gives me more candy. The people in the other store always take it away."
Nick knew to put less than a pound of candy on the scale and added to it, while the other store put more than a pound on the scale and then took some away. The visual makes all the difference.
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