I was almost broke, an underperforming salesman on the cusp of losing his job, his apartment and his car. The girlfriend was already long gone and, if I owned a dog, I'm sure he'd have run off, too. I came back to my crappy dwelling after a long day that started with getting ridiculed in a sales meeting for being the lowest producing sales rep for the fourth month in a row and continued with a long string of appointments where I didn't get an order. It was only Monday and I had the sinking feeling the rest of the week was going to be the same day repeated. That's the way the previous week had been. Hell, the previous sixteen weeks had been like that, so there wasn't much hope for this week to be any better.
I stopped by the local Chinese place on my way home and picked up an order to go. It was cheap, but not very good. I ate it anyway, finishing up by breaking open the fortune cookie and reading the little slip of paper inside it. "Everything can be yours," it read. "All you have to do is ask."
I know, I know, you really shouldn't take those little sayings seriously, but there was something about this one that made sense. In fact, it felt like it was Meant, capital M included. Unlike every other cookie fortune I've ever gotten, I kept this one. I pinned it to the corkboard over the desk in my little home office area even before I cleaned up the trash from my takeout dinner and washed my hands.
My hands were barely dry when someone knocked on my door. My landlord, with papers in his hand. Not good. "Jimmy," he said, "I'm here to collect the rent. You missed last month's payment and you're already two weeks late with this month. I gotta have the money or you'll have to move."
"I know, Mr. Blakemore," I nodded, "but things have been really tight."
He stood there looking at me for the longest time. Too long. Then I realized he wasn't moving. I waved my hand in front of his face. Frozen. As Elmer Fudd would say, 'there's something skwewy going on...'
Then I thought of that little piece of paper, that fortune from the cookie. "Will you give me ten days to come up with the money?" I asked.
"Oh, sure, Jimmy," Mr. Blakemore smiled, suddenly unfrozen and putting his hand out to shake on the deal we'd just made. "No problem. I'll drop by next Wedneday."
"Thank you, sir," I grinned, closing the door behind him.
I was pondering the oddity of the whole situation. It was strange enough that the landlord had given me the ten days I asked for, but what was the deal with him standing there like a statue for twenty seconds or more? Weird. Very weird. I shrugged it off, though, flipping on the TV so I could watch a movie to keep me occupied until bedtime.
The next morning, I went to work, expecting it to be just another Tuesday, and went out on my sales calls. The first client had the potential to be a good one, but I couldn't ever get them off the fence and buy from me. The meeting with their buyer started off the same and then we got to that point where the client is tossing up objections and the salesman is trying to overcome them. Then there was total silence in the room. The noise of the factory and the low buzz of the office stopped completely. The buyer was frozen in place like the universe was waiting for me to say something and restart everything. I blurted out, "Will you tell me what it will take to get an order from you?"
"If you can get the price down by ten percent, I can give you an order," he told me as the noise started up again. Weird.
Discounts aren't a problem if the order's big enough. Customers can also get a break if they pay up front, or on delivery, or pay the invoice within ten days. I got out my calculator.
"I can manage the ten percent," I told him, "if you give me a pre-paid order for at least five thousand units. Can you do that for me?"
"Not a problem," he answered. He didn't even blink.
"How many units do you need?" I continued.
"We use about three thousand a month," he answered.
"Can I make this order for six thousand units and set you up for another in two months?"
"That'd be great," he grinned.
"Shall we tell your finance people to set up the payment?" I pressed on.
"Let me call them and I'll take you down there myself," he replied.
He did, and within twenty minutes I walked out of there with a signed order and a receipt slip for a wire transfer of two-point-one million. All I had to do was ask.