“Some deals are not offered to some customers,” so said The Grasshopper this morning.

It reminded me of a story . . .

Yesterday I was in Borders Books waiting in line at the information desk to see where they moved the Photography section. This annoying woman came to the front of the line and started asking the man at the desk, who was assisting another customer, if she could get an additional discount on an already, on sale item because the cardboard box it came in was ripped in places. The merchandise inside was fine but the box, which likely would be discarded upon opening, was ripped.

The man told her the merchandise was fine and there was no additional discount. It was a clearance item. This did not stop her from butting up in line, but also continuing with her pitch. She said it looked awful and there should be an additional discount. The man said he wasn’t authorized to lower the price. That would have been it for most folks, but not this person. She continued, “You couldn’t knock off an additional 10%?” The clerk then said, “O.K., I can take off another 10%, but only 10.”

How many morals can you come up with for this story? The squeaky wheel gets the grease? Annoying customers will not be denied? Pushy people will always be pushy?

I had a different take away. Some people won’t get offers that others receive because they don’t ask.

You may argue as I did that there is a better way of asking, but you can’t argue with the results. She was going home with her Burt’s Bees Balm, saving an additional 10%.

So why don’t we ask?

We’re afraid about how we’ll be perceived and/or assume that the answer will be “No.”

Years ago, I learned something from Jerry Stocking that has stuck with me since. He said, “You can ask anything of anyone if you’re not invested in what their answer has to be.”

It’s the investment in the answer that keeps us from asking. We would be better served being invested in the question.

I’ve written before that I’m not a big proponent of hinting. It certainly has its place, but its batting average is in the basement when compared to asking. Asking has deeper applications than getting discounts at Borders. It applies to every area of our lives.

Here’s a recommendation for today and beyond: Ask and ask often. It will get you access to offers others will never receive.

All the best,

John

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