1. Case Study – The Most Creative Victa Mower Sale of the Year
Pete began his story by setting the scene in the local vernacular. “As a young bloke living in a
small town, hundreds of miles from the big smoke, life on the weekend was the highlight of the
week. On Saturday arvo you would hop in the HK or the GT and go and support the local VFL
footy team and then finish the day off with plenty of VB. Sunday was all about the SR n S.”
This statement translated into the Queen’s English meant: “Living hundreds of miles from
Melbourne on Saturday afternoon you would hop into the HK Holden or Falcon GT and go and
support the local Victorian Football League, Australian Rules team and finish the day off with
plenty of Victoria Bitter. Sunday was all about the Sunday roast followed by a snooze.”
“Back in ’72 I won the prize for the ‘Most Creative Victa Mower Sale of the Year,’ Pete
exclaimed. Intrigued, we listened intently as he told the story.
“One of the legendary characters in the area, Wilson was his name, had run the local general
store for years and decided he would take on a trainee salesman to eventually takeover and
manage the store. Jobs were scarce at the time and most of the blokes, including myself, who had
finished school that year, threw our hats into the ring. I was the lucky candidate and shortly
afterwards there I was on my first day listening to Wilson.”
“Picture the scene. This was a typical general store which stocked everything. And I mean
everything! Fencing wire, sheep dip, gate hinges, drizabones (heavy oiled raincoats), groceries,
dog biscuits, fertiliser, gumboots and every conceivable home or farm implement you could
imagine.” “Wilson told me, ‘son the reason why this business has been a great success, is because
of my ability to ask questions, listen and sell.’” “Wilson then went on to say ‘you’ve got all of
that then? Good, as I want you to slip in amongst the drizabones hanging over there and just
observe me in action on the floor.’”
Pete went on. “A bloke walks into the store and I don’t know whether Wilson knew him or not
but it sure was a friendly greeting and Wilson was studying him very thoughtfully.” “Next thing
Wilson asks was ‘you have made a beeline for the horticultural department, what’s the reason for
that?’”
“I’ve got a dead spot in my front lawn and it’s getting larger and the missus wants it fixed.”
explained the customer. “Doesn’t bother me, less to mow but you know what they are like.” he
went on to say.
“How large is the dead spot and how quickly is it growing?” asked Wilson stroking his chin.
“You know about six foot across and only last week it was about half that size,” was the reply.
“Blow me down it’s that nasty grass grub that hit us about this time last year,” Wilson
exclaimed. “I was wondering when the blighters were going to strike this year and you’re very
lucky you came here when the dead spot is only the size it is now. Another week and your
mowing time would have halved and your missus would be up in arms. We’ve got to hit it hard
and quickly. Come over here.”
“Grab that one gallon can of grass grub killer and that bag of grass seed” instructed Wilson.
“Why do I need the grass seed?” asked the customer.
“What will be left when you have killed off the grass grub,” Wilson replied. “The customer
thought for a moment and said ‘just a dead spot in the middle of the lawn I guess.’”
“Exactly” said Wilson. “And guess what, you’re missus will still be on you’re back to get rid of
it. And get rid of it we will won’t we? So you need to sow the grass seed and there are a few other
Copyright © Tony Robinson 2010
SalesEaz www.saleseaz.com

2. things you need to do as well aren’t there?” “Mystified the customer with the can of grass grub
killer in one hand and a bag of grass seed in the other hand said ‘What other things?’”
“Glad you asked” said Wilson. “Come over here and let’s pick up a 10kg bag of fertiliser and
this new hose reel with the latest super sprinkler. Once the seed has been sown and the fertiliser is
on you’ll need to provide water regularly to get the grass growing again.”
“But I’ve got a hose,” said the customer.
“I know you have. Everyone has a hose but you don’t have one with the latest super sprinkler
do you?” replied Wilson.
“No” was the answer.
“It’s just come into stock this week, besides when do you normally wash your car?” asked
Wilson.
“Most Saturday afternoons just before the big game on the telly,” replied the customer.
“Well, well you’re gonna love this,” said Wilson with a broad smile on his face.
“You will be able to set it up so that the super sprinkler not only irrigates the dead spot but
washes your car at the same time leaving you more time in front of the telly, more drinking time
as well.”
Pete said “the last bit seemed to resonate strongly with the customer.”
“I’ll carry the hose and just follow me,” Wilson instructed. “Let me see now, you’ve sown the
grass seed, sprinkled the fertiliser, regularly applied water and that grass will be growing like mad
won’t it?
“I suppose so,” murmured the customer.
“We will have to deal with that won’t we?” said Wilson guiding the customer to the Implement
department. “You’ll need one of my new Victa mowers. Only two left. They’ve been going like
hot cakes because of the new 20 inch wide blade. Mow the lawn in a jiffy.”
“But I’ve got a mower,” protested the customer.
“Not one with the new 20 inch wide blade, cuts mowing time in half. You will get in front of
the telly sooner. More drinking time!”
“And that was that,” stated Pete. “There was the customer pushing the mower with the hose reel
with the super sprinkler, sitting atop the Victa, bag of grass seed and fertiliser under one arm and
carrying the can of grass grub killer in the other hand. Wilson was opening the sliding door to the
loading bay at the back of the store and asking the customer to drop everything and go get his ute,
so they could load it up.”
“As Wilson rang up the sale he asked if I picked up some good sales tips” said Pete. “Sure did, I
said and asked whether I could look after the next customer and try out the new skills I had just
learnt.”
“Go right ahead,” replied Wilson. “The stage is all yours son.”
“Before long another bloke walks in,” said Pete. “Just as Wilson did, I studied him hard. He
looked kinda nervous and unsure.”
“Top of the morning sir, you appear to have something that’s troubling you and that’s why I’m
here,” exclaimed Pete confidently. “Where can I direct my expertise to assist you?” “Even though
there was nobody else in the store at the time, except Wilson who was observing, hidden in the
drizabones, the nervous customer leaned towards me and whispered “the missus sent me up here
for some tampons’” said Pete.
“Tampons sir. Of course we can assist. Which pack size would you like?” asked Pete.
Copyright © Tony Robinson 2010
SalesEaz www.saleseaz.com

3. “I wouldn’t have a clue and keep your voice down” spluttered the hapless customer.
“Well sir, here is a pack of four” said Pete reaching behind the counter into all things
pharmaceutical. “But that’s not the way to buy tampons is it sir?”
“Why not?” was the startled response.
“You’ll be back here tomorrow for another pack. Do you want to go through all of this again
tomorrow?” advised Pete.
“Of course not” blurted out the customer.
“Well sir, fortunately we have a solution. Here you are, it’s the Jumbo Pack and you won’t be
back here for another 28 days,” said Pete confidently wrapping up the sale as the customer
thought there is no way in hell he was going to back here in 28 days.
“Finally sir,” said Pete. “You’ll want to take the last of our new Victa’s over there. The one
with the 20 inch wide blade. You’ll significantly decrease your…” but before he could finish his
pitch, Pete was cut off by the exasperated customer.
“What do you mean? I only came in to get these tampons!” shouted the customer.
“Exactly sir and now that your weekend is buggered you might as well mow the lawn!”
“And that’s why I took out the prize for the “Most Creative Victa Mower Sale of the Year”
finished off Pete.
Copyright © Tony Robinson 2010
SalesEaz www.saleseaz.com