Mr. Ross, a local antique dealer, stopped by John's car dealership to look at SUV's. John had a great looking, previously owned SUV with low mileage and many attractive features that appealed to Mr. Ross.
"My problem, John," said Ross, "is that I'm trying to justify this expense at this time. It's more money than I planned on spending."
Mr. Ross picked up John's worksheet, looking it over, tapping his pencil, thinking.
John, a little panicky that the flow of conversation had ceased, readily piped up and offered the following:
"In the business you're in, think how great it will be to have all that cargo space. Think of how much you can carry in the vehicle and how much money you'll save by having your own delivery vehicle!"
"That's excellent advice, John. Give me a call tomorrow, and I'll tell you what I've decided to do."
When John called him the next day, he discovered that Mr. Ross had purchased a new cargo van at the dealership across town at three times the price of the SUV.
"You know," he told John, "I was all set to go with that SUV until you got me thinking about cargo room and saving money. I figured if a little more room would save me a little more money, a lot more room would save me a lot of money...John, I can't thank you enough for helping me buy the van. Without your advice at the last moment, I never would have thought of it."
John hung up the phone, kicking himself, since there were five new cargo vans on his lot. I wonder why, he thought, Mr. Ross didn't look at them. Oh well.