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In a previous life, I was VP of sales for a firm that sold restaurant computer systems. Called Squirrel, this is actually the company that makes those elegant touchscreen terminals you may see now and then in finer restaurants. Working with a rookie sales rep one day, we demonstrated the system to a restaurateur who had just purchased a run-down country club.

I had done our homework beforehand, identifying needs and savings, and once on site we did a good job showing how the system would easily pay for itself in less than two years. The owner had nodded his acceptance during the demo, so I was looking forward to a smooth close.

When he declined to move ...

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