Dollars and Sense

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Dollars and Sense

We are all born with traits that make us unique. Yet, at the same time, we share something incredibly powerful—we all have the ability to think, reason, and apply simple common sense.

And that’s where things sometimes break down.

Have you ever watched someone step off a crowded escalator… and stop immediately at the top? Traffic backs up, people pile in behind them, and chaos follows—all because they didn’t think one step ahead.

Or the traveler boarding a plane who sees “Row 18” on their ticket, yet studies every row from 1 through 17 like it’s a mystery novel?

Or the shopper at the checkout counter who waits until the total is announced before even reaching for their wallet?

You can’t help but wonder… what happened to common sense?

But before we laugh too hard, we need to look in the mirror—because the same thing happens every day in sales.

A salesperson once asked me why I wanted four ties and six white shirts to go with one suit. Think about that for a moment. Instead of encouraging a larger purchase, they questioned it.

Another opened with, “You probably want to look around before you decide.”

Really? Why would you plant that seed?

I’ve heard, “You should compare prices before you buy,” and even, “You don’t want to spend that much on a brand name—look at this cheaper option instead.”

These aren’t just harmless comments. They are sales killers.

Every one of those statements introduces doubt, hesitation, and uncertainty—the exact opposite of what a professional salesperson should be doing.

Customers walk into your store ready to be guided, reassured, and helped. They are looking for confidence. They are looking for direction. And most importantly, they are looking for someone who makes the buying decision easier—not harder.

Yet too often, salespeople talk customers out of buying… instead of helping them buy.

This isn’t about advanced techniques or complicated strategies. This is about simple awareness.

Think before you speak.

Ask yourself:

• Does what I’m about to say move the sale forward… or backward?
• Am I building confidence… or creating doubt?
• Am I helping the customer decide… or giving them reasons to delay?

We all have “brain burps.” We all say things we wish we could take back. But in sales, those moments can cost you real dollars.

Common sense isn’t just a life skill—it’s a sales skill.

Use it wisely, and you’ll find that better conversations lead to better decisions… and ultimately, bigger sales.

Because when it comes down to it, success in sales is really just this simple:

The more sense you use, the more dollars you make.

Be sure to go to https://principlesforbusinessandlife.com/ – click on Our Viewpoint Newsletter and read an article titled:
an interesting Article – Sunday Evening – By Joe Morrone

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