Month: June 2024
If you were to tell me that you just closed the deal, my answer to you would be there is no such thing as a closed deal. You see, a while back, I was involved in repositioning a major chemical manufacturer with the largest player in their industry. They only had 40% of their demand,…
So, what does knowing when to stop eating hotdogs have to do with knowing your walkaway point? You see, whenever you buy or sell something or try to influence others with your ideas, you need to have a walkaway point. That’s the point, at which an agreement on whatever you’re talking about no longer suits…
At the beginning of my speaking career, I was hired to give a keynote to 250 executives in Dallas, Texas. Before the talk, I mingled with the audience to build relationships. I ran into this bigger-than-life-size individual, a man wearing the requisite cowboy hat. He had a great sense of humor, and I was impressed…
As some of you may know, one of my greatest success stories was helping a multinational chemical manufacturer change the way its industry bought. After working with this client for 18 months, we repositioned them with their customer. As a result, instead of buying a supply agreement based on a lower price in a bid…
If you were to tell me that you just closed the deal, my answer to you would be there is no such thing as a closed deal. You see, a while back, I was involved in repositioning a major chemical manufacturer with the largest player in their industry. They only had 40% of their demand,…
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So, what does knowing when to stop eating hotdogs have to do with knowing your walkaway point? You see, whenever you buy or sell something or try to influence others with your ideas, you need to have a walkaway point. That’s the point, at which an agreement on whatever you’re talking about no longer suits…
Read More
At the beginning of my speaking career, I was hired to give a keynote to 250 executives in Dallas, Texas. Before the talk, I mingled with the audience to build relationships. I ran into this bigger-than-life-size individual, a man wearing the requisite cowboy hat. He had a great sense of humor, and I was impressed…
Read More
As some of you may know, one of my greatest success stories was helping a multinational chemical manufacturer change the way its industry bought. After working with this client for 18 months, we repositioned them with their customer. As a result, instead of buying a supply agreement based on a lower price in a bid…
Read More