Is there anything Ray could have done ahead of time to anticipate the CEO’s reaction?
Ray put the finishing touches on the presentation and verified that everything was in order. He had been working with this buyer for over six months and felt confident about the impending sale. Today’s sales presentation to all members of the buying team, including the buyer’s boss, should seal the deal and dramatically improve Ray’s sales commission this month.
Ray began his presentation and was discussing the key benefits of his product when something unanticipated occurred. As Ray noted, “Among the key benefits of our product . . .” the buyer’s boss suddenly stood up and said, “This is crap! This is all crap!” and stormed out of the room.
Aghast, Ray wondered what to do next.
Since Ray has been establishing a relationship with a buyer in this company it would have been helpful if Ray had asked about the individuals likely to attend the sales presentation. If there were personality “quirks” and if Ray had established a trusting relationship, it is hoped that potential problems would have been revealed.
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