CHAPTER NINESelling When You’re Not First
It was 3:15 A.M. when the hotel phone rang. It was Ulrich Hanson calling me from Dallas, Texas. I was in the United Kingdom and his early-morning call startled me.
“Keith, I’m sorry for calling you in the middle of the night,” Ulrich said. “I have an emergency, and I was afraid I would miss you if I waited until tomorrow.”
“That’s okay,” I said, struggling to wake from a deep sleep. “What can I do for you?”
“We’ve just received word that we’ve lost a very important strategic deal in Argentina,” he said, his voice tense and filled with stress. “Time is of the essence, and I want you to help us with a competitive ...
Get The New Solution Selling, 2nd Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
