My Greatest Sale: We couldn’t get past the Price Police

Michael Boyette

“We really like your approach,” our primary buyers said. “But you have to work out pricing with the Procurement Department.” Our value proposition didn’t matter to Procurement, because they didn’t think their job was to get the best value. They thought their job was to get the best price.

My Greatest Sale: I sent the buyer a cockroach

Michael Boyette

I’d tried just about everything to get a meeting with the prospect. But I just couldn’t get his attention. I called. I dropped by. Sent notes. Called again. Weeks went by and I never heard back.

My Greatest Sale: Selling from the bottom up

Michael Boyette

I sold a great service with a proven track record and a potentially huge impact on the prospect’s bottom line. An internal champion was pushing hard for me. He’d set up a meeting with the key decision makers. But they’d shut me down. “We already have a plan, and you’re not in it,” they said.

My Greatest Sale: ‘Admit it: There’s no way you’ll hire us’

Michael Boyette

“Thank you for inviting me to present to you today,” I told the buying committee. “But we all know I am not going to win this contract.” I was dead serious. We were a $42 million company invited to bid on a $400 million call-center deal. All of the other semifinalists were much, much larger.