O'Reilly logo

The New Solution Selling, 2nd Edition by Keith M. Eades

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

CHAPTER NINESelling When You’re Not First

Image

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 ...

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