Paul Castain's Blog

The Parable Of The Kid In The Candy Store (And Customer Satisfaction At It’s Finest)

Posted February 9, 2018

Once upon a time, a little boy was finishing up his purchase at the local candy store.

He stepped to the side and made a quick phone call that went something like this;

“Mrs. Donovan you don’t know me, but I pass your house each day on my way to school. I mow many of the lawns in the neighborhood and was wondering if I could mow yours as well?” Mrs. Donovan politely replied “Oh thank you anyway, but we’re  happy with the service we’re getting now”

Somewhat disappointed, Johnny countered with  a compelling offer.

“That’s fine Mrs. Donovan and what if I were to beat whatever price you’re paying by $5.00 per week?” “I’m sorry, but we aren’t looking for a lower price” replied Mrs. Donovan. “Well, I suppose I could throw in a once a month trim of the hedges and weeding your garden on top of the $5.00 discount” Mrs. Donovan simply thanked the boy for his kind offer and wished him a good day.

The candy store owner, having heard this, said “Nice try kid. I’m proud of ya for giving it your best shot” The little boy smiled and said “Oh I’m not finished yet. Watch this”!

He immediately called Mrs Donovan back and said “Mrs Donovan, I’m so sorry for being a pest, but what if I were to offer you the $5.00 discount, the weeding of the garden, the trimming of the hedges, and I wash your car for you every other week?” “I’m afraid the answer is still no young man. I’m quite happy and I have no intention of switching” The little boy smiled and almost seemed moved by her response. With a softened voice he simply said “Now that’s what I like to hear. You don’t have to worry about me calling again.”

The store owner was amazed at how happy the little boy was with what he witnessed to be a rejection. “Young man; I really admire your spirit! That woman must have told you No at least 3 times and yet you’re happier than when you first made the call. Keep up that attitude and you will be a great success someday” The little boy’s smile grew bigger and said “Oh I already am a success” Somewhat confused Mr. Matthews asked “But how could you possibly be a success at your young age?”

“I know because that was my customer and I was simply calling to see how I was doing”!

Can your relationships stand the test of persistent, low balling competitors?

Is it even a relationship or is it merely a series of transactions?

Silly, warm and fuzzy question coming atcha in 3,2, 1 . . .

Do your clients know that you love them?

Seriously. . .

Do they know, beyond a shadow of a doubt, that you’re appreciative of their business?

But that’s silly talk isn’t it? Nobody gives a damn whether you and I appreciate them or not, right? That my friends may be common sense but it is in no way, shape or form commonly practiced!

If it were, then you and I would be out of a job  because there wouldn’t be any new opportunities!

But that’s the positive side;

The negative side, is that sometimes, when clients don’t “feel the love”.

They leave us and go with our competitors.

That’s why I’ve put together a special training, right on your computer screen, on February 22nd, at 11:30 am EST.

We’re going to discuss:

  • Where you might be in danger of losing accounts (unbeknownst to you).
  • How to “WOW” your customers into telling your competitors to get lost!
  • How to avoid getting “pigeonholed” as a supplier of one type of product/service and meanwhile you offer other things that your client buys from your competitors. Sucks, doesn’t it?
  • How to create client visits that create BETTER outcomes for both you and your client.
  • How to create a communication plan that executes way better than that “Calling to check in” nonsense.
  • How to cross sell, up sell and;
  • How to get WAY More referrals and testimonials.


February 22nd at 11:30 am EST and if you can’t make it I’ll send you the webinar replay.

What Do You Get?

(1) 90 Minute Webinar


Webinar Replay (In case you can’t make it or you’d like to go back for seconds)

How Much?


Please click HERE to join us!

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Castain Training Systems
(631) 455-2455
Paul Castain, Founder & CEO

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