“I’m going to take five Mercedes trucks,” said the ragged man. Everyone laughed. A big mistake at that precise moment, as Lucas Ferrer burst out laughing so loudly it made everyone in the dealership turn around.
None of the three salesmen imagined that this humble-looking old man was about to close the biggest sale of the month without even blinking. Don Félix Navarro, 66, with his worn jacket and that old backpack hanging from his shoulder, had something in his wallet these three would never have expected. And what would happen in the next 30 minutes would prove that judging by appearances can be very costly.
Don Félix with his dusty boots and disheveled gray hair, walked slowly among those imposing machines. Lucas was the first to see him enter. He exchanged a mocking glance with Héctor Beltrán, the 45-year-old senior salesman who was reviewing papers at his desk.
Héctor raised an eyebrow and gave a crooked smile. They both knew that kind of visitor: curious, dreamy, people who came in just to look at things they could never buy. Javier Peña, the sales manager, was adjusting his Italian tie in front of the bathroom mirror when he heard slow footsteps in the showroom.
He came out, drying his hands with a paper towel. His trained eyes scanned the newcomer in two seconds. Worn clothes, slumped posture, threadbare backpack.
Immediate conclusion: wasted time. Don Félix stopped in front of a gleaming white Actros. He ran his calloused hand over the chrome fender.
His calm eyes scanned the cabin, the New tires, the silver star logo. He had driven trucks like that for 40 years. He knew every screw, every valve, every secret of those engines.
But the three men watching him from afar knew nothing of that; they only saw appearances. Lucas approached first with the overconfidence of someone who thinks he knows everything. He was 34 years old and had been selling trucks for two years.
He thought that made him an expert at reading people. “Excuse me, sir,” he said condescendingly. “These trucks are for customers by appointment only.
If you want general information, we have brochures at the entrance.”
Don Félix looked at him leisurely. His gray eyes, deep as ancient wells, held the young salesman’s gaze. Then he spoke in a calm but firm voice.
“I’m going to take five Mercedes trucks.”
The silence lasted barely a second before Lucas burst out laughing. Don Félix is about to show these vendors something they’ll never forget, and you’ll want to be here to see it. Héctor stood up from his desk and walked toward them with measured steps.
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