The Deal Whisperers

I was looking at a pack of firecrackers a few weeks ago and noticed the very clear and simple instructions on the back: Light Fuse. Move A...

Recently I was buying a car and I was reminded of the story of the million-dollar coffee cup. I first heard about the cup over 20 years ...

You are about to sign a deal after weeks of intense negotiations. The client, before picking up the pen, says to you, “I just got a call f...

“Mr. Gitou, how much do you usually budget for negotiation contingency?” Tyler Gitou looked up from his computer screen, a quizzi...

“Mr. Gitou, you’re never going to guess who just called,” said Verdi. Tyler Gitou smiled at Verdi. “You know, Verdi, I can’t ever fi...

“Mr. Gitou? I got blindsided.” Tyler Gitou waved Verdi into his office. “Tell me what happened, Verdi?” “Well, remember we close...

Tyler Gitou lowered his head and shook it slowly. “And you missed that deadline too,” he said. “Yes,” Verdi said meekly. “We got the p...

The Deal Whisperer posted its 50th  article in September, all based on my ongoing experiences leading sales teams in pursuit of outsourcin...

The Deal Whisperer posted its 50 th  article in September, all based on my ongoing experiences leading sales teams in pursuit of outsou...

The Deal Whisperer posted its 50 th article last month, all based on my ongoing experiences leading sales teams in pursuit of outsourcing...

“Verdi, haven’t you been working on closing that same deal for months?” asked Tyler Gitou. “Yes I have, Mr. Gitou,” said Verdi. “W...

“The client asked us to start the work because they had a ‘burning platform’. So we started even though we did not have a signed agreemen...

Verdi was surprised to see Tyler Gitou in his office. “Mr. Gitou! How nice to see you. You’ve been gone for a while.” “Hello Verdi,” ...

 “Verdi, this is the second time you have delayed closing this deal for another quarter,” said Tyler Gitou. “What seems to be the prob...