The 5-Minute Meeting That Turned Into a $150,000 Yes
Back when I was selling Computer-Aided Design and Manufacturing software (CAD/CAM), I was prospecting a railroad car manufacturer. At the time, their engineering department was still designing railroad cars on drafting boards, using 2-dimensional (2D) drawings. By implementing CAD, they could move to 3-dimensional (3D) computer-based designs—a complete transformation of how products were created. This shift would dramatically speed up the design process, improve efficiency, and increase overall product quality. They were evaluating several CAD vendors—not just me. I worked closely with the Engineering Manager and built a strong relationship with him. Part of that success came from high-level sales training I had completed earlier, where I learned how to recognize and adapt to different personality types. He was clearly an analytical, data-driven personality.I, on the other hand, was more of a driver—direct, fast-moving, and results-oriented. So instead of pushing my natural style, I adapted. I slowed down, focused on data, logic, and process—and met him where he was. Together, we built a practical implementation plan for the new CAD system. We worked through the return on investment, the operational impact, and what success would look like. In many ways, it was similar to what AI is doing to businesses today. Because we worked together on the plan, he became emotionally invested in the outcome. If this succeeded, it would elevate his value inside the company and position him as a forward-thinking leader. Here’s the key point: 👉 I wasn’t selling. 👉 I was acting as a business advisor. I partnered with him to help achieve both the company’s objectives and his personal goals. Once we finalized the proposal, it was time to present it to the CEO. We walked into his office right on time. It was enormous. One wall was all glass, looking out onto a helicopter pad. This was clearly a big-league executive. He didn’t stand up. He looked at both of us and said—loud and clear: