{"id":577,"date":"2007-01-15T12:20:17","date_gmt":"2007-01-15T18:20:17","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/the-drop-trouser-sales-move\/"},"modified":"2007-01-15T13:55:42","modified_gmt":"2007-01-15T19:55:42","slug":"the-drop-trouser-sales-move","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/the-drop-trouser-sales-move\/","title":{"rendered":"The &#8220;Drop Trouser&#8221; Sales Move"},"content":{"rendered":"<p>First off, I have an interest in the Boeing vs. Airbus rivalry. Boeing used to be a customer of mine in a previous role and I have seen their amazing production facility in Everett, WA. The building is unbelievable huge. Anyway, I caught up to this Foxnews.com article &#8211; <a href=\"http:\/\/www.foxnews.com\/story\/0,2933,243718,00.html\" target=\"_blank\">Airbus CEO Dropped Trousers to Seal US Airways Airplane Order<\/a>. Here is the money excerpt (emphasis mine):<\/p>\n<blockquote><p>Pierson, who ran Airbus from 1985 to 1998, was at US Airways&#8217; headquarters for what he thought would be a short meeting to tie up a 400-plane deal, the anecdote runs. <\/p>\n<p>At the last minute, US Airways&#8217; then-chairman Stephen Wolf started arguing for a 5 percent discount on the selling price.<\/p>\n<p>&#8220;<strong>Pierson began slowly lowering his trousers and saying &#8216;I have nothing more to give.&#8217; He then allowed the trousers to fall around his ankles<\/strong>,&#8221; says Newhouse in his book.<\/p>\n<p>Wolf replied: &#8220;Pull up your pants. I don&#8217;t need any more money,&#8221; and the deal was signed, according to the book. The author says he got the story from Pierson himself, and it was confirmed by another person present.<\/p><\/blockquote>\n<p>You would <em>have<\/em> to be the CEO to attempt this sales technique.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>First off, I have an interest in the Boeing vs. Airbus rivalry. Boeing used to be a customer of mine in a previous role and I have seen their amazing production facility in Everett, WA. The building is unbelievable huge. Anyway, I caught up to this Foxnews.com article &#8211; Airbus CEO Dropped Trousers to Seal US Airways Airplane Order. Here is the money excerpt (emphasis mine): Pierson, who ran Airbus from 1985 to 1998, was at US Airways&#8217; headquarters for what he thought would be a short meeting to tie up a 400-plane deal, the anecdote runs. At the last minute, US Airways&#8217; then-chairman Stephen Wolf started arguing for a&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/01\/the-drop-trouser-sales-move\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[12,9],"tags":[],"class_list":["post-577","post","type-post","status-publish","format-standard","hentry","category-anecdotes","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-9j","jetpack-related-posts":[{"id":107,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/06\/sell-what-you-have-not-what-you-hope\/","url_meta":{"origin":577,"position":0},"title":"Sell What You Have, Not What You Hope","author":"Derrick Moe","date":"June 14, 2006","format":false,"excerpt":"I'm fascinated by this behemoth airplane from Airbus called the A-380. I watched a show on Discovery that documented the engineering feats that had to be accomplished to build this thing - quite impressive. Today, I am reading about the delays in delivering this product on time. The plane is\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":676,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/how-not-to-impress-a-client\/","url_meta":{"origin":577,"position":1},"title":"How Not To Impress A Client","author":"Derrick Moe","date":"February 19, 2007","format":false,"excerpt":"I never know if these stories are believable or not, but this one from monster.com struck me as something I would do: Then, the client offers a cup of hot chocolate. As we get to the details of price, I take a gulp of my chocolate and it goes down\u2026","rel":"","context":"In &quot;Anecdotes&quot;","block_context":{"text":"Anecdotes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/anecdotes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1294,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/11\/corporate-spying-at-boeing\/","url_meta":{"origin":577,"position":2},"title":"Corporate Spying At Boeing","author":"Derrick Moe","date":"November 16, 2007","format":false,"excerpt":"I suspect Boeing will be in damage control mode on this Seattle Post-Intelligencer article: One such team, dubbed \"enterprise\" investigators, has permission to read the private e-mails of employees, follow them and collect video footage or photos of them. Investigators can also secretly watch employee computer screens in real time\u2026","rel":"","context":"In &quot;Team Management&quot;","block_context":{"text":"Team Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/team-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1793,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/11\/are-you-really-running-a-behavioral-based-interview\/","url_meta":{"origin":577,"position":3},"title":"Are You Really Running A Behavioral-Based Interview?","author":"Derrick Moe","date":"November 17, 2008","format":false,"excerpt":"Behavioral-based interviewing has been the buzz in hiring for the past few years and rightly so.\u00a0 This technique brings real-world clarity to a sales interview as opposed to theoretical, positional answers.\u00a0 Selling Power provides a good article to assist you in your interview strategy. In order to ensure you are\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1166,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/09\/sales-is-not-a-game\/","url_meta":{"origin":577,"position":4},"title":"Sales Is Not A Game","author":"Derrick Moe","date":"September 5, 2007","format":false,"excerpt":"From the JustSell.com newsletter: Sales is not a game. Nothing about it should be left to chance. An effective process that ensures progress toward the goal of bringing in new customers and retaining current customers is what you and your team should strive for. Your process should be methodical, predictable\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1226,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/10\/sales-management-top-down-or-bottom-up\/","url_meta":{"origin":577,"position":5},"title":"Sales Management &#8211; Top-Down or Bottom-Up","author":"Derrick Moe","date":"October 8, 2007","format":false,"excerpt":"Here is a sales management question for you - in terms of coaching and developing your sales team, is it best to focus on your top performers to make them better or your bottom performers to build them up? I have recently read articles that argue from each side of\u2026","rel":"","context":"In &quot;Retention&quot;","block_context":{"text":"Retention","link":"http:\/\/selectmetrix.com\/blogs\/category\/retention\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/577","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=577"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/577\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=577"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=577"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=577"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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