Early in my career, I worked in sales for a training company. At the end of the year, I was slated to present a big proposal to one of our customers.
My presentation was full of new ideas and solutions for the upcoming year. I was pitching a robust package, a much more significant investment than the client had made the current year. I was relatively new to the organization, so I shared my pitch with a few of my colleagues ahead of time for feedback. They nodded along in agreement, and I went into the customer meeting confident.
It didn’t go well. The client was not as receptive to the new approach as I had hoped. Further, the proposed cost was way beyond what they were willing to invest. As an eager young rep, I was disappointed. I went back to two of the colleagues I had shown the pitch to prior to the customer and told them the bad news.
I was…
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