This is the story of my first meeting with a business prospect that revealed himself as a Mr BIG.  He not only identified himself, but he also shared the SECRET of successful business relationships with other Mr BIGs.  The SECRET is all about the view we shared while looking out the window from 35,000 feet.  Learning the SECRET of the view from 35,000 feet marked the turning point in my professional sales career.  

As sales reps, wouldn’t it be great if we had better prospects, clients, or customers to manage and at the same time generated greater commissions? Well, that’s what happens when we do business with Mr Big. You know the business adage: 80% of the revenue comes from 20% of the customers. Mr Big is, by definition, in the group of 20% business prospects that deliver 80% of the revenue. He is one of the “LESS” that are going to help us get “MORE.” Mr Big is our target business prospect. Mr Big is going to help us learn how individuals like him, business prospects in the 20% group: Think, Evaluate, Review, Decide, Respond, Analyze, Delegate, Compile, Confirm and Prioritize. In other words – Mr Big is going to show us how to do business with that select group of 20% prospects

Who is Priessman??

Why does his opinion matter??