I sold vacation packages back in the early 1990's.

 

I learned A LOT about sales at that job.

 

The most important lesson probably happened when a client came in just as we were closing the office on a Friday afternoon.

 

I got frustrated that I couldn't close up shop quickly and leave.

 

I got even more frustrated when the client walked in wearing a ripped t-shirt, shorts and had holes in his sneakers.

 

To me, that signaled he had no money and would just waste my time.

 

He wanted to hear all about our "best, premium packages."

 

Yeah, right.

 

Having already prejudged that he was a deadbeat and wasn't going to buy, I rolled my eyes (to myself) and gave him my schtick (sales pitch) but my heart wasn't in it.

 

I spent about 10 minutes with him, whereas, I normally would have spent about 45 minutes and showed him photos, videos and catalogues. I did none of that.

 

When I completed the brief presentation, he stood up and said. Thank you, but I could tell that you took one look at me and decided I wasn't worth your time (regrettably, he was right).

 

"It was a test to see if you would treat me with respect and you failed."

He continued, "So I will take my business to another travel company that values me, despite how I look."

 

Jaw drop.

 

Not only was I embarrassed and ashamed, I felt awful -- because he was right about me.

 

I later found out that he ended up booking a luxury yacht for a huge bash for his bridal party and about 100 guests.

 

I could have sold him that.

 

I could have pocketed a $12k commission.

 

But I prejudged him and lost out.

 

I've never done that again; I've never judged anyone based on appearance.

 

Learn from me.

 

Hopefully, you'll never do that either.