Monday, July 19, 2010

Acknowledging the Gorilla

With the new book, Bypassing No in Business being released in a few weeks, I thought a taste would be good gift to you. Here is one chapter from the book!


“All problems become smaller if you don’t dodge them but confront them. Touch a thistle timidly, and it pricks you; grasp it boldly and its spines crumble.”
William S. Halsey, US Admiral, Pacific, WWII

Carol just took over an existing account, but things have not been going well with the client. Many issues in the past are not addressed and are festering.

She makes an appointment with the main buyer and asks if their boss can attend as well as some others involved in the services provided.

The Meeting:

Tuesday AM, Carol meets Jim the main contact, and they walk to the meeting room where three other people join them.

“This is Carol with BBB and she is here to discuss the services they have been providing.” Is Jim’s introduction.

Carol notes some facial changes to a neutral rather than smile in two of the people and Tony crosses his arms and frowns a bit. She realizes there may be more here than she first thought.


No comments: