The Pennsylvania Caper: A Sales Story with a Splash (of Wine)

The Pennsylvania Caper

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This wasn't your average sales trip. It was a high-stakes presentation for Bella Vita, a small company with big dreams, and the potential to secure a massive deal with a chain of 600 liquor stores in Pennsylvania.

The excitement was palpable as I, along with Bella Vita's owner (and my friend), Marisa boarded the plane to Pennsylvania. We meticulously prepared, ensuring every detail was covered. However, the universe had other plans.

At 2 AM, a phone call shattered the pre-presentation calm. My son, convinced a ghost was haunting our house, needed calming down. After 20 minutes of reassurance (and disrupting Marisa’s sleep), I managed to get him settled.

The next morning, disaster struck again. Street cleaning regulations in Pennsylvania turned our five-minute drive into a frantic twenty-minute parking odyssey, all while a torrential downpour soaked us to the bone.

Desperate to salvage the presentation, I raced to the building with computer, catalogs and samples in hand while Marisa continued to try and find parking. Security, however, presented another hurdle - my ID was missing in the rush. Thankfully, after much explanation and intervention from the buyer, I was granted access, albeit three minutes late.

But wait, there's more! The time zone difference, completely overlooked during confirmation, revealed a shocking truth: we were actually two hours early.

As I was trying to set-up the computer, it occurred to me that I didn’t know the password to Marisa’s computer! So I made small talk while awaiting the arrival of Marisa and the coveted password.  The negativity in the pre-presentation chat didn't help matters. Everyone, including the buyer and their colleagues, seemed to revel in the misery of their "cold" government jobs.

Then, Marisa arrived, looking worse for wear thanks to mascara-turned-Panda eyes courtesy of the rain. Despite the hurdles, we soldiered on.

Just before launching into our presentation, our biggest competitor's catalog was plopped down on the table by our buyer. With a quick smile and a touch of defiance, I replaced it with our "new" catalog.

The presentation itself went smoothly, but the string of mishaps hung heavy in the air. Defeated, we adjourned to the airport for a well-deserved glass of wine. We laughed, we cried, and we accepted what seemed like a lost opportunity.

However, persistence pays off. Two months later, while attending a Tony Robbins event (talk about a motivational boost!), an email arrived. Not one, but three purchase orders – one for each distribution center – totaling a staggering $200,000!

This experience taught us a valuable lesson: even when everything seems to go wrong, never give up. Sometimes, the biggest wins come wrapped in the most unexpected packages, complete with a dash of chaos and a healthy dose of perseverance.