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Gerry Weinberg & Associates, Inc. | Southfield, Michigan

Stay Curious

Jack lost a huge deal because of a sudden, ill-conceived emotional response.

After spending weeks preparing a presentation for Ryan, his biggest prospect, Jack was dumbfounded to hear Ryan say, five minutes into the talk, “The assumptions are all too simplistic here. This slide deck looks like something a five-year-old could have put together.”

Jack’s response to this strange remark was instant – and ill-considered. Intent on proving himself right, and his potential client wrong, he said, “That’s an odd thing to say, Ryan, considering that you and I have met four different times about this project…and there’s not one single syllable in this presentation that you didn’t personally sign off on last week when we went out to lunch to discuss it. Actually, there’s a lot of very hard work here from both sides.”