“I see. So you decided to come along with as much managerial support as possible?”

He grinned. “Yes, I did. It is always good for one to have such support, especially when one considers the kind of transactions I am hoping we can seal today.”

“Really? And what kind of transactions is that?”

“My plan is to ensure that you start to purchase all of your software from us. I believe that my company can handle this comfortably. And I know that in order to convince you to do all your software business with us, there might be the need to offer some concessions and discounts which are way above my limits. In that scenario, I don’t have to call my office for any approvals. My boss is here in person to approve such deals on site.”

The woman nodded at her colleagues. “That is quite proactive and thoughtful of you, Michael.”

“Thank you.”

The woman picked up a folder in front of her. “For the past couple of weeks, you have been coming to our company to make submissions on how you think you can serve us. I have discussed with my colleagues here and we feel that your company has got a lot to offer us. Still, we would like to all hear from you as a team for the first time. Are you ready for that?”

“Yes, I am.”

“The floor is yours, Michael. Tell us all why you have been so persistent in trying to sell your software to us.”

He stood up and adjusted the sleeves of his suit. “Thank you once again for deciding to see me and my boss. I know you have had to leave various other activities just to listen to me. So I would make this quick and concise.”

For the next half hour or so, Michael spoke to the audience. He used the white board to make some illustrations and then handed some documents and brochures to the team that was seated there.

As he spoke, he was aware of Mrs. Parker watching him. But his focus was not on her. It was on the procurement team that was seated with him at that moment. He knew that he had to sell to them and not to her. And he was bent on succeeding.

After his presentation, he stood close to the whiteboard. “I would be willing to take any further questions you might have.”

The team glanced at each other.

It was one of the men that spoke up first. “You seem to have done your homework well, Michael. In all of my years of working here, I doubt if I have seen a more thorough and convincing sales presentation like yours.”

“Thank you very much.”