When a customer came in looking for a specific style of sneaker, I’d bring out what they’d asked for and I’d also bring out a less expensive but comparable pair. I’d tell them the other pair was just as good but was $10 cheaper. (Only when it was true, of course; I never lied about this just to make a sale.)

Even though I made commission on everything I sold, I’d push the cheaper pair to get the customer’s trust.

Then I’d sell them a pair of socks or insoles and sneaker cleaner.

The customer spent the same as they would have spent on the more expensive pair but they got more for it.

I actually got more commission on socks, insoles, and sneaker cleaner than I did on sneakers, so I made more. Also, my store constantly had competitions to see who could average the most items per transaction, so I was constantly winning awards and company perks like gift cards and bragging rights.

That job taught me one of the most valuable lessons in business: trust earns more than tactics.

Clients don’t always want the most expensive option. They want the right one, especially from someone who isn’t trying to squeeze them.

If you can deliver that, you won’t just make the sale: you’ll win loyalty, referrals, and long-term upside.

Who knew sneaker commissions would be my first business school 😉

What was your first job? What did you learn from it that sticks with you to this day?