Stories #1 - To close the deal, you need to negotiate face-t

[jmcaddell]

From what I recall, I said something like, "I have the contract with me. Here is the signature page. Your signature goes here." And he said, "I need to review this before I sign." And that started the process.

It may have been a bold way to start off, but from our perspective, the contract should have been signed weeks earlier. The fact that the VP hadn't yet completely reviewed it was a reason to stay there till he had.

[Sagesk8r]

I like your response to the VP's initial negativity when you called him. But how did you actually start the negotiations when you entered the conference room?