CHAPTER 27
Being Worth a Second Call
Very early in my sales career, I made a cold call on the CEO of a large homebuilder in my territory. I was selling construction management systems for a major computer company. Freshly trained in sales and computers, shoes shined, and red power tie straightened, I was a newly minted sales rep ready to go out and conquer. I marched into the lobby and up to the receptionist’s desk and asked to see the CEO, fully expecting to be rebuffed. So I was completely taken aback when the CEO, Bill, came into the lobby, shook my hand, and escorted me back to his office.
Bill was very polite and completely old-school, with silver hair, a nice tan, and an expensive three-piece suit. His office was empty except for his massive ...
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