My good friend, Steve, was on a mission. His wife told him to get a mattress for his teenage kid.
“Don’t forget the mattress, don’t forget the mattress,” Steve repeated to himself as he left for work that day.
Steve remembered. He made it to the store for an early lunch, the only customer there.
“I need a double mattress please,” he demanded, satisfied that he remembered the size.
The salesman berated Steve with questions: What ‘softness’? pillow top? what springs do you like? have you seen this? How much do you want to spend?
“I just need a mattress….double.” Steve was deflated.
The salesman almost refused his request…”We don’t sell that here,” he said with his eyes.
“Just give me the list of mattresses and I will pick one..now,” Steve blurted out with his last bit of life before he walked out.
Steve got the list, picked one and checked out.
He is Simple Steve. The guy who salespeople don’t need to ‘sell.’ They just have to lead him to water for him to drink, he walked in thirsty and just wants to consume the product and be done.
His cousin, Sophisticated Sam, is a different dude. He has done some research, knows some detail and wants the salesperson to talk the finer points. Sam walks into mattress stores with time, money and a willingness to learn.
If the salesperson complicates Steve’s life, he will get pissed and leave. If salesperson goes simple on Sam, Sam will be left unsatisfied and go where he will be taken care of.
Sam and Steve are easy to identify, a few pleasantries will get you there.
I am Steve, hear me roar.