"I really can't say that what you've shown me, Bob, does anything for me, " stated the prospect. "In fact," he went on, "your choice of colors is nowhere as extensive as your competitor's, who was just in here this morning by the way."
Bob hated this type of prospect. And for some reason, the past five months had been filled with them.
Oh no, thought Bob, this is going to be one of those meetings where he raises the hundred objections and I try to beat them down one after another. There's got to be a better way to make a living.
"I didn't know you were seeing her," responded Bob.
"Well, it's what I should do. And I'll tell you this now, right upfront, her prices are extremely favorable. I doubt you could beat them.
Here goes, thought Bob, start knocking them down. "let's talk about the colors; our colors are by far the..."
Two hours later, Bob crawled out of the office with a signed purchase order. Totally exhausted he got into his car, called the office and read them the order.
"Good work," the sales manager responded, "but how come he's ordering less than before?"
"The competition has got a proposal on the table," responded Bob, "you wouldn't believe what I had to do to get what we did." With a feeling of dread he added, "I'm going back in next week to see if I can knock them out."