Sales 101

I sell commercial insurance for a living. One of my cardinal rules is this: "Under-promise and over-deliver." That means if I think I might be able to get you a 10% discount on your policy this year, I don't tell you "Yeah, I can get you 10 points, easy." Because then if something goes sideways and I can't, you're automatically disappointed.

This is basic, basic stuff for a salesperson.

So why can't the Conservatives get it right?

In a letter dated June 28, 2005, Harper said: "A Conservative government would immediately extend the Veterans Independence Program services to widows of all Second World War and Korean War veterans — regardless of when the veteran passed away or how long they had been receiving the benefit prior to passing away."

Frustrated with no action by last spring, Joyce Carter brought her complaints to Ottawa, where she confronted Harper in the foyer of the House of Commons.

In a private meeting last June, Harper told Carter that the promise would be fulfilled in the next budget, which Finance Minister Jim Flaherty tabled Tuesday.

Veterans Affairs Minister Greg Thompson defended the decision, saying he never assured Carter or anyone else that the extension would cover all war widows. "It’s aimed at the people most in need, people who’ve waited 25 years in some cases for assistance," he said. "It’s a significant step."

Background documents show the new program will be restricted to low-income and disabled widows. A government official, speaking on background late Tuesday, said the extension would help about 12,000 individuals — far below the estimated 150,000 widows that Veterans Affairs bureaucrats estimated would eligible under the Conservative promise.

Don't write cheques you can't cash, folks.

Or, more accurately, since Canada remains a relatively wealthy nation, cheques you won't cash. Because it just doesn't matter to you enough.