INTRODUCTION TO CHAPTER 2: ASSESS THE OPPORTUNITY

I had a sales meeting with an executive for a company headquartered in London, England. We met in the lobby, and he ushered me into his office.

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He asked me to grab a seat while he got some coffee for the two of us.

He had a beautiful office with a stunning view of Trafalgar Square. The office had modern furnishings, which were a stark contrast to the mahogany paneling in the lobby and the historic building itself. The desk was a simple glass table with a chair on either side.

It was one of the few sunny days on my trip, and brilliant light streamed through the window. I sat down and took the opportunity to absorb the magnificent view of the busy square. The executive returned with the coffee.

As a casual conversation starter, I said, “I’ve been in many interesting offices, but this may be the best view I’ve ever seen.”

The executive placed the coffee down on the table and replied, “Thanks. Now get out of my chair.”