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 THIRTEENClosing: Reaching Final Agreement

Image

I was asked to speak at a company’s national sales meeting held near Tampa, Florida. I was warned that the president was very strong willed and that I should solicit his input for my speech. I called the company in advance to discuss my participation so that I could better support the theme of the meeting and the president’s message.

Because of the president’s schedule, we had a difficult time meeting before the event, but he agreed to pick me up at the airport on the day of the event so we could have thirty to forty-five minutes to talk during the drive from the airport to the meeting.

After we ...

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