The worse the crisis... the more important the opportunity...  the more there is at stake...  the more senior the manager/executive who gets called in.  And yet very few of us had any formal training in the art and science of selling, influence and persuasion.

They "live" at the customer site.  They get paid to share their wisdom.  It would seem that selling the next engagement to their client would be second nature.  Is it?

If the deal is really big, and the product is really technical, somebody from the engineering department is going to have to sit in front of the prospect at some point... how is it going to go?