The 5-Minute Meeting That Turned Into a $150,000 Yes
Back when I was selling Computer-Aided Design and Manufacturing software (CAD/CAM), I was prospecting a railroad car manufacturer.
At the time, their engineering department was still designing railroad cars on drafting boards, using 2-dimensional (2D) drawings. By implementing CAD, they could move to 3-dimensional (3D) computer-based designs—a complete transformation of how products were created.
This shift would dramatically speed up the design process, improve efficiency, and increase overall product quality.
They were evaluating several CAD vendors—not just me.
I worked closely with the Engineering Manager and built a strong relationship with him. Part of that success came from high-level sales training I had completed earlier, where I learned how to recognize and adapt to different personality types.
He was clearly an analytical, data-driven personality.I, on the other hand, was more of a driver—direct, fast-moving, and results-oriented.
So instead of pushing my natural style, I adapted. I slowed down, focused on data, logic, and process—and met him where he was.
Together, we built a practical implementation plan for the new CAD system. We worked through the return on investment, the operational impact, and what success would look like. In many ways, it was similar to what AI is doing to businesses today.
Because we worked together on the plan, he became emotionally invested in the outcome. If this succeeded, it would elevate his value inside the company and position him as a forward-thinking leader.
Here’s the key point:
👉 I wasn’t selling.
👉 I was acting as a business advisor.
I partnered with him to help achieve both the company’s objectives and his personal goals.
Once we finalized the proposal, it was time to present it to the CEO.
We walked into his office right on time.
It was enormous. One wall was all glass, looking out onto a helicopter pad. This was clearly a big-league executive.
He didn’t stand up. He looked at both of us and said—loud and clear:
“You’ve got five minutes.”
Yikes.
Instantly, I recognized his personality type:A driver, like me—with a touch of expressive (the office and helicopter pad gave that away).
I glanced at my watch, thanked him for his time, complimented the office, and went straight to the point:
• What we were proposing
• What the investment would be
• When the ROI would be achieved
• When profitability would begin
I glanced at my watch again (perfect timing) and said—in the same tone he used:
“My five minutes are up.”
Silence.
Then the CEO turned to the Engineering Manager and asked,“Are you confident in this proposal and the outcome?”
He said yes—and added how much he appreciated the way I worked with him to build it.
The CEO smiled, stood up, walked around his desk, and shook both our hands.
“Thank you for your efforts.”
He picked up the phone and said,“Please prepare a purchase order for Mr. Dudek.”
We shook hands again, and he said,“Good day, gentlemen.”
I walked out with a $150,000 purchase order.
The Lesson?
Success wasn’t about features or pressure.
It was about:
- Understanding personality types
- Adapting your approach
- Temporarily modifying your style to match theirs
That’s how trust is built—and deals get done.
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The 5-Minute Meeting That Turned Into a $150,000 Yes
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