RULE 45 Be Willing to Walk Away
Several years ago, one of our salespeople was in a discussion with one of the world’s largest consumer electronics firms. At stake was a huge series of training dates; the electronics firm was launching a brand-new product and wanted help in training a newly hired group of sales reps.
As our rep worked through the buy-in process with his contact, the level of trust deepened and the quality of information improved. (That tends to happen when two people continue “playing ball” with one another for an extended period.) While he was still in the information-gathering phase — the second of the four buy-in phases — our rep asked a direct question: “Are we the only people you’re talking to about this program?”
Back came ...
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