“It was a slow economy my first year with the company, 2002, I was way under quota, and you know how you get. I would’ve typed up a formal proposal and delivered it personally to a mom-and-pop store for a $500 sale. I was calling on everyone. I looked at my territory, and right in the middle is MegaStore X.
I thought, what the hell. I called five or six times. I couldn’t get through, but I kept calling. Then one day out of the blue I get this call – it’s MegaStore X on the line. The purchasing agent tells me she wants a price. So-o-o I asked, “Help me understand what the – ‘and she cut in, “I just want a price.’ I tried again, ‘Okay, but describe the problem your current supp – ‘and she cut me off again, ‘Are you going to give me a price or not?’ I said, ‘Yes, ma’am. I will be there tomorrow.’
So the next day I drive up to mega Store X headquarters . . . have you seen it? It is hu-u-uge. It is this great beehive of activity – the mothership. All of us drones buzzing in and out. I went up to the desk, gave my name, and sat down in a row of other drones in suits waiting our turn. She comes and gets me. Back in her office, I ask one more time, ‘Help me understand why you want to change suppliers?’ She finally breaks down. ‘They aren’t listening. We want an adaptation, and they keep giving us what they have off the shelf.’ I asked, ‘Who is your current supplier?’ She told me, and I said, ‘That just doesn’t sound like them. I know the CEO because I used to work for them. If he knew your problem, he would fix it. Let me give you his direct phone number. Call him. If he doesn’t fix it, I will. But I have to tell you the truth: I think you have the right supplier for what you need. I don’t think you need to change horses midstream. Call him. I trust him. I think you can too.’ It was the right thing to do. I believe any one of you would’ve done the same thing. She called me the next day to say the problem was solved and to say thank you. Nice. It didn’t fill my quota, but it was nice of her to call.
Two weeks later she called back and asked me to look through the catalogue to see if there were any gaps I thought we could fill. I delivered a proposal, and we won the business. It was a small job. That year we billed MegaStore X for $20,000, but he next year it was $200,000. . . and I think you know what we billed them this year. Over $2 million worth of business and that’s how it started.” (pp 254-256)
Simmons, Annette. (2001). The Story Factor (2nd Revised Edition)
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