T
ales of Sales Success-
By Barry R. Nackos
Upon arrival for an appointment with the owners of a retail chain store, I discovered that six of my competitors were waiting in the lobby. Each was asked to give an individual presentation and then asked to return to the lobby and wait. I was scheduled last.
Following the completion of my presentation, I was asked to remain in the lobby while the other company representatives were asked to leave. The owners invited me back into their office and informed me that I got their account.
I inquired why my company was selected and the others were not and was told that, "although you did not have the lowest price, you were the only representative that did not badmouth the other competitors."
I signed the order, thanked them and left.
