How Steve’s Friendship He Built With The CEO Had No Impact On Getting The Sale

It’s the dream scenario for a salesperson. 

The CEO of a large company agrees to meet with you.

They tell you that they’ve heard of your company.

They are interested in working together. 

That appointment leads to trust and a strong relationship. 

Multiple dinners, golf, discovery and strategy sessions…

Even traveling to a different country for a demonstration. 

Everything was set for the dream deal. 

Except that’s when it all fell apart. 

In this sales training episode of The Deal Breakdown

Hear how Steve Dei Rossi learned the hard way that

His friendship with the CEO would have no impact on him getting the sale.


What to listen for

  • Steve’s company & background: [00:56]
  • Why he chose this deal: [02:37]
  • What was the size of the deal: [03:14]
  • How did they find the deal: [03:40]
  • What was the first prospecting touch like: [05:00]
  • What was the first appointment like: [06:10]
  • What was the next step: [08:45]
  • The proposal: [23:25]
  • On competition: [24:08]
  • 3 Things That Won The Deal: [28:26]
  • Words of Wisdom: [31:03]

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