\u201cMay I ask, what is your back-up plan?\u201d<\/em><\/p>\n Have you ever been asked this question by a salesperson? I\u2019m asking you now. Don\u2019t look at this as \u201cpushy\u201d sales guy Phil looking to boost his sale. I\u2019m imperfect in a lot of ways, but I\u2019m not pushy. But just answer the question.<\/p>\n Okay forget about me asking this question. What if your manager asks you this question? I know what your first word will be.<\/p>\n \u201cUhhhhhhhhhhhh\u2026.<\/em>\u201d<\/p>\n A typical scenario may play out as follows:<\/p>\n PHIL: Well thank you again \u201cPercy\u201d for your order for two phones. Those will ship Fed Ex two-day, and you will receive them Monday. I\u2019ll call you later with the tracking.<\/em><\/p>\n PERCY: Thanks Phil, I look forward to hearing from you.<\/em><\/p>\n PHIL: Percy, before you go, what is your back-up plan?<\/em><\/p>\n PERCY: Back-up plan for what, Phil?<\/em><\/p>\n PHIL: For the phones.<\/em><\/p>\n PERCY: Oh. Well they\u2019re covered under the manufacturer warranty correct?<\/em><\/p>\n PHIL: Yes. There is a one-year limited manufacturer\u2019s warranty covering defects.<\/em><\/p>\n PERCY: I\u2019m all set then, <\/em>PHILIP.<\/p>\n PHIL: Percy, what if the phone breaks, is damaged or fails to work 366 days from now? What if it breaks or is damaged within 365 days? I know the manufacturer is not going to cover you in these cases. You do plan on using these phones a year from tomorrow right?<\/em><\/p>\n PERCY: Well I guess I\u2019ll order some new phones.<\/em><\/p>\n PHIL: That will work. At $100 each you could spend $200 for the phones on this order and $400 total for two phones to use now and two for back-up to leave in the supplies closet.<\/em><\/p>\n PERCY: We cannot be without phones, but $400? I guess I\u2019ll talk to our manager and get approval for a couple more. Thanks Phil.<\/em><\/p>\n PHIL: Hold everything Percy! What if I told you for $120 per phone I\u2019ll cover any defect, damage, breakage or failure for three years or 1095 days of coverage? Your cost for a back-up plan drops 40 percent. You\u2019re not spending $400, you\u2019re spending $240. Not to mention it supersedes the manufacturer\u2019s warranty and there are no questions asked, no standing in a call queue waiting for an answer. No time explaining what went wrong. Just call me and make me aware, ship the phone back to me in one or a thousand pieces, and\u2026.<\/em><\/p>\n PERCY: and\u2026.<\/em><\/p>\n