It's story time.. “We can’t have you losing, can we?”
It was 4:00 pm, on the last day of the month, which happened to be a Thursday and I had 1-hour to write $40k in business...
Or else I was going to lose.
The company was giving away an all-inclusive trip to Vegas for the person who wrote the most net new business over the next 2-months.
I had not been a part of a culture like this in my career.
Everything paid for? Suite at the Bellagio? Count me in!
January blew past and I had taken the lead writing $35k in net new business.
But the rumor was that another rep had a deal for about $60k coming in, on top of what she had already written.
This would put me behind her at $40k based on what I had in my pipeline.
Looked to be a blowout...and at the start of Feb, she signed it.
But there was an account I had been nurturing in my Living Pipeline for over 2+ years.
And they just happened to be close enough to a purchase that I could get them to move.
I started slowly working them toward a close.
And at 4:00 pm on the last and final day of the competition I called the decision maker and told him EXACTLY what was going on.
“We can’t have you losing, can we?”
At 4:56 pm he texted me a picture of the signed paperwork.
For a whopping $150k deal.
The blowout turned out to be in my favor!