39 B E I N G P R E S E N T MESSAGES MODEL James was a top performing sales representative with EPM International. He had held the company sales records for the past three years. James’ schedule was busy. His days were hectic due to his efforts towards maintaining his existing client base and he felt this workload kept him from developing new business. He was determined to break his own sales records in the upcoming year. To concentrate on new business development James turned the maintenance of his existing accounts over to his assistant Simon. He checked in occasionally with Simon to make sure things were running smoothly but the majority of his attention and focus went into developing new accounts. James felt Simon was more than capable of handling the maintenance. For three weeks Simon had been trying to get a meeting with James to sit down and talk about the requested new pricing structure for his second largest account, TRR Worldwide. James had a very busy travel schedule and wanted to do this review in person with Simon in their office. After the third week Simon told James the purchasing agent at TRR was beginning to get irritated because he couldn’t get her an answer. In another conversation after that she had made a comment about how she had not heard from James in months and was thinking that maybe TRR’s business wasn’t that important to him. James told Simon not to worry. He went on to say this account often made everything urgent when it really wasn’t, and the purchasing agent liked to grumble. He assured Simon this was a pattern and not to worry. They would meet the following week and sort it out. A few days later Simon received a call from the purchasing agent telling him not to bother with the new pricing structure because she had signed an Not Present Small Lesson Problem Crisis Negative or Disruptive Occurrence Inbound Message Being Present Message Received
RkJQdWJsaXNoZXIy MTMxNTEyNA==