Selling 9th Edition by Stephen Castleberry,John Tanner

Exercise 14

Assume you're a salesperson who is known for your excellent negotiating skills. You're a true collaborator in every sense of the word. Today you're supposed to engage in a negotiation with an important client. It's taken three months to set up this meeting, and your team of five, including your vice president, is assembled and ready to walk into the meeting. You are your team's designated leader. Your cell phone rings, and it's a relative, telling you that a close loved one has passed away unexpectedly. With the news comes a desire to just quit everything. What do you do now?