Start Thinking To A Different Tune
(I’m showing a customer our selection of mp3 players. He is looking for two things: small and cheap. I show him an mp3 player that costs only $9.99 and is about two inches long.)
Customer: “I don’t know about this one; it might not be right for me.”
Me: “Is it because it’s only two gigabytes? I know that kind of capacity is a little on the smaller side, but it can still hold more than enough songs to get you through the day.”
Customer: “No, it’s not that. It’s just that there is no screen. I can’t see if a song that I don’t like is going to come up or not.”
Me: “Well, if this mp3 player is for your own personal use, then chances are you’re only going to put on songs that you like, right? So, I don’t think the lack of a screen will be a big deal.”
Customer: “Wow… that is very true, actually. You just totally blew my mind, dude. Whoa, I can’t believe I didn’t think of that!”





