My wife and I recently got hooked on the Netflix drama series, “This is Us,” about how a growing middle class family with three kids grapples with life’s challenges from the 70s to present day.
We just watched a great episode where Jack, the head of the family, brings his wife and family to an auto dealership to buy a new car, but with the constraint of a limited budget. The salesman, Mel, initially greets the couple with a broad smile of welcome, notes their interest in a new Jeep Wagoneer…and spies “easy prey.” When Jack points to his numerous family and admits their tight budget, Mel takes them out to see an old used car.
Jack then takes Mel aside, with an invitation to explore other options. See this Clíp from the film where Jack turns the tables on Mel, with a heartfelt pitch to convince the salesman to sell him the Wagoneer on favorable terms.
I admired Jack’s application of honesty, his appeal to Mel as a parent, and use of his kids’ excitement over a new car to persuade Mel to give him a great deal on a new Jeep Wagoneer.
See also the principles of selling with conviction, transparency and synching with client interests in Dale Carnegie’s old book, authored at a time of Depression-era survival skills, How to Win Friends and Influence People.
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