Happy To Pay Too Much

When it comes to spending money on myself, I'm King of the Tightwads. Much to my son's chagrin, 1970-vintage ties suit me quite well. And while my '83 Toyota with 160,000 miles is not what you would exactly call sporty, it does get me around in a style that satisfies me. Sort of a reverse status symbol, you might say. But just last week I made a rare purchase of computer software and knowingly, willingly paid too much. And I'm happy. Why?

I usually buy software from the cheapest source and had found some excellent discounts. Even so, a few nagging technical issues compelled me to call the folks who actually published the software. Their price was higher, and they would surely give me a high-pressure sales pitch. But I needed answers before spending $150. I dialed the phone and threw up my protective shields.

When Rod fielded the call, I nonchalantly posed my questions. Instead of answering, he questioned me instead. What was I going to be using the software for? And why was I interested in the cheaper version? They had a much better product at just twice the price. Typical salesman, I thought, visualizing him in a sharkskin suit and flashy tie.

I retaliated with another volley of questions. Figuring he was on commission, I expected brief answers. Then when he moved on to the next caller, I would buy from the cheaper guy. But that's not what happened. Must have been a slow day on the sales line.

We probably talked 20 minutes. He eventually convinced me to spring for the more expensive product. I'd be "happier", he said. I couldn't argue with that logic. Even tightwads want to be happy. The shields came down a wee bit. He must have noticed. "I'll be asking you for a credit card in just a minute," he warned. What a bold fellow! Back up went the shields, and I plotted my escape. But his next two shots easily outgunned me.

"If you're not satisfied with this software, we'll take it back." Nobody, not even Wal-Mart, does that. "And since you're buying from us, you can install it both at home and at the office." Nobody does that either. I slapped the desk with a credit card. We were both happy.

This cat-and-mouse exchange taught me something important about my dealings with others. Wouldn't relationships work out better if I would take the initiative to discover their real needs instead of jumping to conclusions or saying something I shouldn't? But discovery takes time and interest. Rod did it and won a customer; couldn't I win a friend?

And if things go awry, couldn't I learn to say, "That's OK. I'll be glad to take you back." Sort of a guarantee to keep communicating until we're both happy.

Good relationships are costly in terms of time, emotion, and perhaps money. But in the end, we'll be glad to have paid the price...and it won't seem like too much.

Copyright 1999 James McAlister

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