These stories are wonderful: Excerpts: > “And she realized… she left money on the table.” > And Sandy gulped and picked the biggest number she thought anybod

These stories are wonderful: Excerpts: > “And she realized… she left money on the table.” > And Sandy gulped and picked the biggest number she thought anybody would ever rationally pay. And said, “$75,000”. And she said all the buyer did was write down $75,000. > And she realized, shit, she left money on the table. Sandy Kurtzig was awesome. And she said, “Per year.” > And the buyer wrote down, “Per year.” > And she went, oh, crap what else? She said, “There’s maintenance.” > He said, “How much?” > “25 percent per year.” > And he said, “That’s too much.” > She said, “15 percent.” > And he said, “OK.” > [Ed: This is called “flinch pricing.”] ---- > They said, how much is it? > And I was about to go, “$75,000…” And Gina goes, “Shut up I’m the salesperson.” She said, “A million dollars.” > ... And the guy looks at Gina and said, “Gina you’re out of your mind. We don’t pay more than $675,000.” > And Gina said, “All right. We’ll let you have it for $675,000.” ... “But that’s for the base module. What other ones would you like?”