Make the Sale Happen Before Lunch: 50 Cut-to-the-Chase Strategies for Getting the Business Results You Want (PAPERBACK)

RULE 47 Ride to the Rescue

Some years ago, I read about a major telecommunications firm that had been trying, without success, to win over a huge account. For months, the telecom firm had been dispatching salespeople, attempting to arrange meetings, and floating various creative strategies designed to win interest and attention from decision makers at the target company. So far, nothing had worked.

Then one morning there was a national news flash. One of the target company’s vehicles was involved in a huge accident; there had been substantial loss of life and intense media coverage. A senior vice president at the telecommunications company knew that a time of crisis had set in. Sensing an opportunity to “do well by doing good,” he arranged for ...