Anything to make a sale

“David, you are not the right sales person for this account. I know the CEO of Cybertix very well, he’s been a client of mine for years, and he won’t relate to you.”

I was sitting in the office of Victoria, my boss. There was a big sale opportunity at Cybertix and I badly wanted to be placed on the account so that I could win the sale and earn a big fat commission. Yes, I was desperate. It had been a bad year for me and I had earned almost no commission. I worked as a salesman for Software, Inc., a company founded and managed by Victoria. I liked working for her, although we did clash heads at times as I could be a bit cocky and headstrong. But I needed this deal. I needed this commission.

“You know I can relate to anyone, Victoria,” I complained. “ I can and will close this big software sale to Cybertix.”

“Listen to me David, you are not the right person. I know it. Now get out of my office and focus on your existing accounts.”

But I wouldn’t let it go. I kept at Victoria about her putting me onto the account. I’m sure I was annoying her intensely. In fact, I could see I was. But, as I said, I was desperate. I’d do anything to be put on this account.

Eventually Victoria, with an exasperated voice said, “OK. So you want it badly. But will you do exactly as I say if I placed you on the account? I’m not going to risk losing this longstanding client or this big sales opportunity just because you wouldn’t listen to me.” “Yes, yes”, I responded, “I promise that I would do 110% of what you wanted me to do. You tell me and coach me on how to deal with the Cybertix CEO and I will follow your instructions to the smallest minutiae.”

“OK, you’ve got it. But you may regret ever taking this one on. Now go home and pack your bags. We’re flying to San Francisco this evening to meet with Jim, the Cybertix CEO. I’ll go with you for the first meeting and I’ll make sure that you handle him correctly and that he likes you before I hand it all over to you”, was Victoria’s response. Relief! I could almost smell the commission I was going to earn. Victoria also told me to make arrangements at home for being away for at least a week.