The Importance of Client Control and the Influence of Great Pitchmen

This chapter explores the significance of client control in sales, emphasizing the negative consequences of lacking it, such as discounting, losing clients, and submitting proposals. It also discusses the need for rack rate pricing, firm timelines, commitments, and signed contracts, as well as the preference for ending meetings preemptively if the client is not a good fit. The chapter concludes by discussing the influence of effective pitchmen and visionary corporate executives like Steve Jobs.