She said, "Fill out this form and supply your name, address, medical insurance number. When you're done, please take a seat."
Fifteen minutes later a nurse's aide came out and asked him what he had. He said, "I got shingles."
So she took down his height, weight, and complete medical history, then said, "Change into this gown and wait in the examining room."
A half hour later a nurse came in and asked him what he had. He said, "I got shingles."
So she gave him a blood test, a blood pressure test, an electrocardiogram, and told him to wait for the doctor.
An hour later the doctor came in and asked him what he had. The salesman said, "Shingles."
The doctor gave him a full-cavity examination, and then said, "I just checked you out thoroughly, and I can't find shingles anywhere."
The salesman replied, "They're outside in my delivery truck. Where do you want them?"
Moral of the story. True sales professionals know that it's to their benefit to make sure that their customers know everything about their purchase. Warranties, post purchase benefits, and delivery dates are all components of the customer's overall satisfaction of their purchase. Post-purchase expectation management will ensure the experienced sales rep gains future repeat business and as such, keeps a roof over his head.
"Winning takes talent, to repeat takes character." - John Wooden
