Have a Nice Conflict by Tim Scudder & Michael Patterson & Kent Mitchell

Author:Tim Scudder & Michael Patterson & Kent Mitchell
Language: eng
Format: epub, mobi
Publisher: John Wiley & Sons, Ltd.
Published: 2011-12-06T05:00:00+00:00

Notes

Note: For a color illustration of the triangle and all seven motivational value systems, check out the “Character Assessment Results” section at the back of this book.

Chapter Six

A surge of anxiety hit John as he scanned his calendar for the day. It was wall-to-wall appointments, and the message light was already blinking on his desk phone as he walked into his office. He had only eight minutes before the sales meeting was to start, and with a day like the one ahead of him, every second was valuable. He pressed the message button on his phone and was about to enter his PIN when there was a knock on his open door. John looked up and saw Blake, one of his junior salesmen.

“I'm coming,” said John, assuming he was collecting him for the meeting. “I was just going to check—”

“I think I need your help, John,” interrupted Blake.

John reluctantly returned the phone to the cradle.

“Sure, Blake. What's up?” asked John with a hint of a sigh.

Blake took a seat on the edge of a chair. John noticed the dread in his eyes.

“It's Delta Systems.”

“Oh, no. What?” asked John.

“Bonnie Sanstone wants to have a teleconference with us today at one. I think she's after another price concession and maybe some other breaks.”

“You gotta be kidding.”

“She's threatening to move all of her business. Everything.”

John instantly felt alarm wash over him, pulling him into a deeper, darker, Greener place within his brain. He and Bonnie had locked horns many times over the years. She was Delta's purchasing agent and a ruthless negotiator. The mere mention of her name sent John into a conflict reflex. He immediately started calculating the financial damage that would result if Bonnie followed through on her threat. Delta was not only Blake's biggest customer but also one of the biggest customers in the region. If Delta's orders dropped substantially, it would cause John to drop in every sales ranking that mattered. He would have almost no chance at winning any sales awards this year, and it certainly wouldn't help his chances for a promotion.

“I know how you two have gone at it in the past,” said Blake, “but I don't think I can do this alone. She's my biggest customer by far.”

“Oh, I hear you.”

“If we don't give her what she wants…” Blake trailed off, as if finishing his thought would somehow make it a reality.

“She's already got us down to next to nothing,” said John.

“I know, but I don't know what else to do. If I lose this account, I mean, I'm screwed for the entire year. I won't make my numbers, and my commission check won't buy me lunch.”

John shifted uncomfortably in his chair.

Blake continued his plea, “And Maria is still at home with the baby. Those commission checks are all that's keeping us going.”

John was already deep in thought about how to keep Delta's business. He knew that it was going to be a battle. Bonnie was well aware that she was one of Starr's biggest accounts, and she ruthlessly played that card at every opportunity.

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