The Building is On Fire

April 19, 2007

The Building is On Fire!

The day has finally arrived.

You’ve finally landed that meeting with XYZ Company that you’ve been trying to get for months.

All of the time, effort and phone calls have led to this day; the day when you’re finally going to meet with their decision makers.

You’ve put in the extra time finalizing your presentation, figuring out exactly what you want to ask and what you’ll say. Basically, you’ve visualized how the entire meeting will play out. You’ve got it all planned, even down to what suit you will wear for the appointment.

You’ve given yourself enough time to arrive at their offices early. Their assistant lets you know that Mr. / Ms. Customer will be right with you. You wait patiently until you’re called, all the while rehearsing what you’ll say and do during the next sixty or so minutes.

OK, now it’s time. The assistant lets you know that Mr. / Ms. Customer will see you now. Just as you’re walking in, you start hearing sirens and other noises.

Mr. / Ms. Customer looks at you and says, “The building’s burning down, you’ve got two minutes. What do you got for me?”

What? This isn’t supposed to be happening. TWO MINUTES?? What do I say? What do I do?

What will you do with those two minutes? Are you prepared to communicate what value you can bring to this opportunity, and do so without sounding like a sales person pitching a product?

Find out what to do...

"I'VE BEEN COSTIGANIZED!"

“Just wanted to share another successful call with you. Using your techniques, I was able to get 'rescued' a number of times by my customer! Amazing. What's even better is after they educated me on the phone, we moved from a number 3 choice to a number 1. If I hadn't seen it with my own eyes, I wouldn't have believed it. I thank you. My bank account thanks you." - MM, Account Executive

If you've been using John's techniques and as a result have a success story you'd like to share with us, email the story to us (300 words or less, please) and a photo. The best stories will be published in upcoming issues! Send your story and photo to: successstories@JohnCostigan.com

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