Sometimes You Must Take the Long Path to Close the Sale

Horace Van Dorn had a special job with the Dixon Pencil Company.  He was the troubleshooter,  the salesperson who took over when the regular salespeople ran into difficult situations with key prospects.  One of Van Dorn's first assignments in this job was with a Fortune 500 company.  Dixon's regular salesman was told by the pencil buyer that only the purchasing agent could make a decision to give Dixon a try.  When the salesman went to the purchasing agent, he was told that the treasurer insisted on  the brand of pencils that the company was then using.  It was here that Van Dorn stepped in.  He went to the city where the treasurer was located and called on him without an appointment.  He figured that if he wrote or called ahead,  he was likely to get a note back telling him to see the pencil buyer.  Without giving his card he asked to see the treasurer.  Not knowing who Van Dorn was, the treasurer invited him in.  Van Dorn was direct,  "You don't have any objections to Dixon pencils do you?" he asked as he handed  the treasurer a batch of samples.  The treasurer wrote with a few of them, and had to admit that he had none.  Then van Dorn added,  "You wouldn't mind then if I tell the purchasing agent that you'd like him to at least consider Dixon pencils if they meet your requirements and price?"  Again the treasurer couldn't see why not.  With that, Van Dorn wrapped up the interview.  The next day he went to see the purchasing agent.  When his card was given to the purchasing agent he was told he'd have to go see the pencil buyer.  Van Dorn was determined not to do that. He sent a note back to the purchasing agent  letting him know that the treasurer had specifically ask him to see the purchasing agent.  reluctantly he was invited in.  The purchasing agent was curt and cold from the start.  Quietly and confidently, Van Dorn told him the story of how Dixon had tried to secure his company's business.  The tenacity and the thoroughness of the Dixon salesman Van Dorn impressed the purchasing agent.  He agreed to tell the pencil buyer to give the Dixon salesman a fair hearing.  Calling the purchasing agent bluff paid off.  Dixon got the business, and Van Dorn went on to become V.P. of sales.