In the last few months only 2 percent of your upholstery sales have been special orders. We must hit our quota and we can't do it without your help. What do you feel is getting in the way of your special orders. Nancy, as I just said, I get paid on volume and my volume is great. You know, time is money.
Special orders take too much time.
So you feel the reason you write so few special orders is you can't afford to lose the time it takes to write special orders because you don't want to lose overall volume. If I tried to increase my special orders, you'd have me back the next month questioning me on why my overall sales had dipped. Let's interrupt this scenario to comment on Nancy's use of the skills of clarifying and confirming. Larry's reason for not writing many special orders. While she does not agree with Larry, she has allowed him to offer it before she dares give him some balanced feedback.