Saturday, February 18, 2017

The King Close

No more politics.  For today only.

A young man I occasionally mentor was discussing ways to close a sale. Wanted an example so I told him the King and Bunny story.

Renton, WA once had an appliance story, “King and Bunny’s” owned by, strangely enough, by King and Bunny.

I needed to replace our kitchen stove, a cheap builder’s special that was a P.O.S. and an ongoing irritant to the S.O.

King had me landed on a replacement. I was being awkward and negotiating the lowest possible price.

King. “I’m only making $20 now! Can I at least go home tonight and tell Bunny I made us $20?"

Shortly, the range was in the back of my pickup. I had no idea I could be shamed so easily.

As a habit, I try to poke fun at myself because I am too intense and focused. My sister calls it over thinking. That also explains my blog title.

When everyone is laughing at you, join the laughter.


  1. There eventually is a bottom line.

    I negotiate with people all of the time in my business where there is no real absolute value to anything - only perceived value. It's a challenge.

    1. Much easier to sell tangibles. I've the greatest respect for those who excel at selling intangibles. I've never been much more than mediocre at it.

  2. My "problem" is I never know how much to charge.

    A standard "clean shine" on a laptop or PC is usually $75, but for close friends I make it $50, and for non-profits, I'll generally do it for free.

    For radio work I'll charge $75/hr if I know the customer can afford it, but for some people, I only charge parts and a flat fee, like $50.

    No wonder I never really made any money being in business for myself!

    I sure had a lot of satisfied customers, though....

    1. Two bedrock rules.

      1. Get more for it than it cost you.

      2. Get paid (collect) for your work.

  3. The only way to sell intangibles is to have something that the buyer literally can't get anywhere else on Earth. I've never been much of a good old boy (I'm too much of an individual) so that doesn't work for me.

    People usually don't like to pay what it costs for my time, and I require the balance paid UP FRONT (unless it's a major corporation and I know that I'll be paid), which you'd think would put them off. But when the problem is that big and needs solving, they fork over the money. Buying and selling things is more difficult to me because the margin is a lot tighter.

    Government contracting is a far more exotic formulation and while I will take their money, I only do it on my terms because they have a habit of not paying. They also tend to be cheap where they don't need to be.

    1. The worst for paying we encountered was Boeing. At the time we had the only vacuum tub capable of thermoforming 8x14 acrylic sheets and two employees with prior military security clearances. When they brought their shapes in a closed truck after hours, they brought a check.

      Never went after government work. Left that to folks smarter than me.

  4. Sales: everybody is selling something, all the time. We are all sales guys. Some are just better at it than others.

    Government work: ever heard the phrase "Good enough for government work?" There's work, then there's government work. The two are entirely different. I try to avoid dealing with the government as much as humanly possible. My driver's license expires next month, I'm not looking forward to seeing those bureaucrats again.

    1. I hear you. Currently dealing with the VA about a health issue.

  5. Yep, there is that 'fine' line... If they want me now, they're going to pay up front (as LL does)...