O'Reilly logo

Sales EQ by Jeb Blount

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

3The Irrational Buyer

Life is simple, but we insist on making it complicated.

—Confucius

Everyone in my industry knew about the opportunity. It was a rare gem that caused my competitors to throw everything at it. One of my competitors flew the stakeholders around in a luxurious corporate jet to visit its manufacturing plants, wining and dining them along the way. Another competitor feted the stakeholder group at premier sporting events.

I agonized that we were going to lose the deal because we weren't keeping up with the Joneses. My company didn't have the resources to entertain a large stakeholder group like our competitors could, nor was it in our culture to do so.

Adding to my anxiety were our no-frills production facilities that were dated compared to the competition, with their modern, state-of-the-art plants.

Honestly, it was like David going up against Goliath. But it was a once-in-a-lifetime opportunity, and I had bet the farm and my reputation on closing it.

Nail-Biting Suspense

After almost two years of work, we delivered our final presentation and proposal. On the eve of the decision I couldn't sleep. Perhaps that I was close to an all-out anxiety attack and mental breakdown is a better description.

But the next day no word came. Then another day went by and another. I called, but no one answered; I left messages that were not returned, and tried to pry information out of the gatekeepers. Nothing. Crickets.

I put on a brave, relaxed face, but I was in a state of ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required