What the Customer Wants You to Know [antikvár]

The Problem with Sales The telephone rang. Charlie Baldwin knew he was about to get the news he had been waiting for, since Monday. He had spent three months working on the sale, and if he got it he would make quota, get his bonus, and finally be able to take his wife Michelle on that trip to Europe he had promised her for years. Charlie had no reason to doubt his good fortune. He was an experienced salesman for Sturgies Corporation, and had known Greg Lanterman, the customer's purchasing agent, for most of a decade. The two often spent long afternoons on the back nine, playing golf and sharing stories about their families. Both had two kids graduating from high school in the fall, and this only strengthened their bond. When they had met last Thursday for drinks Greg did everything but promise Charlie the order—it was in the bag. That's why Charlie was stunned when he heard Greg's voice on the line. From his tone alone Charlie knew something was terribly wrong.