I told him I wasn’t stupid, and that I’d realized he was continually steering our conversation back to that topic. He admitted, a little sheepishly, that he had an idea he wanted to discuss with me. I have to admit that when he said that I felt a little apprehensive, but excited too. Here was someone else acting on impulse, talking about doing something sexually daring, maybe in public, just as in some of the stories that I’ve read. I waited for him to continue, my heart in my throat. He said that the rest of his team were going home Friday evening, and that he was supposed to finish up on Saturday. (They could have finished sooner, but I think Jeff’s partners wanted to let him stay a little longer so that we could enjoy ourselves for another day.) He went on to say that the Haversad building was a 10- story structure, almost completely surrounded by sky-scrapers. He said that the building was completely empty; they didn’t use security personnel because. I sat with the plant manager, then with the maintenance manager to get a sense of what was needed. It was pretty clear-cut. They had a fairly good understanding of their equipment, but they were lightly staffed and could get overwhelmed if more than one machine gave them problems. I suggested a scheduled preventative maintenance program, and offered to draw one up for them to review. There would be no cost for the proposal, and they quickly agreed.Throughout my introduction and discussion with my prospective customer, Dody hadn't said a word other than to introduce herself. But she was paying close attention to what was being said and suggested. This part of my business didn't have anything to do with fixing machines. It was all about getting the client's confidence and making sure I understood what they expected from me.When we left the plant later that morning, there was an audible "phew" from Dody. I turned to her and asked, "So, what did you think of that meeting?" I've learned.
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