It was a tough crowd and it was up to me to do the presentation and make the sale.

It had taken several months to arrange a presentation on a new, expensive boiler control system. …

All the decision-makers had assembled. They had their coffee and donuts. Game faces on, meaning they were already halfway into the trance customers get into before a presentation. You know, the one where they are completely checking out; eyes open but no one is home.

PowerPoint clicker in hand, I looked at the group and started…….