sales-psychology

In this chapter, Fisk, a memorial counselor, attempts to sell a pre-need burial plot and associated services to the skeptical and crotchety Mr. Pontimer and his nervous wife. Through careful language manipulation and sales tactics, Fisk convinces Pontimer to accept a free plot and consider purchasing expensive vaults, despite Pontimer's initial resistance and suspicion. The chapter also explores Fisk's internal conflict about the ethics of his sales methods and his complicated personal life.