Never Leave Money on the Table - A Lesson in Sales

When I was 17, I worked as a sales associate at a snowboard shop in Banff, Alberta.

My manager taught me many important lessons about sales that I still remember today.

In one of my first big sales at the shop, a guy came in and bought a snowboard and bindings.

As I was bringing it to the till, my manager pulled me aside and asked: “Does he need boots?”

I replied: “I’m not sure, I didn’t ask.”

My manager said, “The sale isn’t over until he says it’s over.”

I went back over to my customer and said: “We have these new Burton boots that I think you’ll love, what size are your feet?”

“Size 10,” the man replied.

“Perfect, I’ll be right back.”

The man tried on the boots and as I stood there, my manager whispered to me. “What about his girlfriend, does she need new gear?”

I replied: “I’m not sure, I didn’t ask.”

“Do you board as well?” I asked the woman.

“I do,” she replied.

Looking at her feet, I could tell she was a 7.5 (anyone working retail becomes pretty good and knowing people’s sizes).

“7.5, right?”

“Yeah.”

“Perfect, I’ll be right back.”

Now I have them both trying on boots.

My manager asked: “Does she need a new snowboard and bindings as well?

“What are you riding this year?” I asked the woman.

And on and on it went.

I ended up selling each of them a snowboard, bindings, boots, socks, jackets… it was a massive sale.

After my customers left, I was ready to do a backflip with excitement. My manager told me ‘good job’ and gave me a piece of wisdom I still remember to this day.

👉 He said, “You don’t know how much money a person has just by looking at them, or how much they are willing to spend. Never leave money on the table based on assumptions or judgement.”