By Charles H. Green, Contributing Editor
Someone asked me what my “best” sale was. Interesting question. Does “best” mean the biggest? The one where I followed all the rules? The one I learned the most from? For me, the choice of “best” was clear, though it was for a composite of reasons.
Describing the sale in a linear sequence of events does not do it justice. So instead, I've emphasized the key principles of the story to explain what made it best.
Finally, while I have slightly disguised the case out of respect for the client, it is true—not a composite, and not fiction.
Here’s what happened.
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