My goal in a sales situation is to get past the major objections up front. If you are going to get a "no", you might as well get it early in the process. In this case, as soon as they said they wanted me for just two songs, I would have said why don't you just play them off your phone with a $100 Bluetooth speaker? Then I would let them tell me why they wanted something more elaborate. Maybe they want a mic too... Oh, you can get a $200 speaker at Costco with a wired mic. Then if they tell me they want wireless, I can point them to a $300-400 speaker that comes with a wireless mic. They either like one of my "cheaper" suggestions or they work themselves up to the point where they realize a typical DJ fee is reasonable. If they choose a cheaper suggestion, I may then remind them that they may want 2 speakers, and maybe some stands, and some extension cords, and maybe an XLR cord between the speakers, and maybe someone designated to operate all of this...
I understand what you're saying but really, are you, as a professional DJ going to suggest a bluetooth speaker with a wired mic from Costco? I certainly would not. Not to mention, making such a recommendation is likely going to get you dinged in their eyes, as it should. What Scott did was perfectly reasonable. She asked for the service and he provided a quote. The only place it went off the rails is when she slammed him for wanting to charge her.
Now as for Chris' railing on "others" here, lighten up, Francis. We're all trying our best to deliver quality service to our clients. I think Scott's attempt here was to make light of the situation and, apparently, she didn't take it that way. I see no harm, other than it back-fired and lost the gig (a gig which was probably best lost also). The way I likely would've handled this would be to explain to the girl about my time and travel and let her know that I have to charge for my time and talents in order to stay in business. If she makes another choice that's her option and I'd wish her well. Keep in mind also guys, you weren't there to hear the inflections in her voice or the mannerism in which she was addressing Scott. While some of you might lay down and let a prospect speak you to like a dog, there are plenty others here who are just as legitimate of businessmen that will not lie down and take it. Nothing wrong with either approach and it's a matter of choice for the individual to make. What's not cool is when you want to go off, half-cocked and rail on someone else's decision on how to conduct themselves. You do business your way, I'll do it mine. If you want to offer perspective, I suggest it will be better received if it's offered with a bit more diplomacy.