Your rep got in the door. Then the buyer went quiet.
Most of those aren't lost deals. They're lost conversations.
The Second Meeting is a business fable about what happens after that first meeting — and why the conversation stalls before it ever reaches a close.
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THE STORY
Alex Mercer is a VP Sales at a mid-market workforce operations company. Pipeline looks fine. Reps are busy. Numbers aren't there.
What she discovers — through a deal she almost loses and a conversation with someone who's been where she is — changes how she sees the work.
Not the techniques. The game.
WHO IT'S FOR
You have good reps who can't explain why deals stall. You've read Challenger. You've done SPIN. You've embraced JOLT. You know what to do. Something earlier in the conversation isn't working — and you can't quite name what it is.
This book names it.
Alex Mercer, VP Sales
NOW AVAILBLE
The Second Meeting is here. Read it today on Kindle and Kindle Unlimited.
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Paperback and audiobook coming soon. Prefer print or audio — or want the first whisper of the next book in the series? (Hint: it's Cathy's story. More than that, I won't say just yet.)
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The Second Meeting by Lee Levitt, Acelera Group