I pitched a deal this week. By and large, my colleagues at work have put me out to pasture. "The old guy just doesn't have it in him anymore," they say. They make up excuses, make customers hide in broom closets, tell me we don't have customers anymore -- anything to keep me from getting in front of a customer or prospect.

But I fooled 'em this week! I actually got out and pitched one of our products to a prospective customer. They didn't know it was happening and it was great. Blood flowed through my veins. Feeling returned to my extremities. Words (whether they made sense or not) flowed effortlessly from my lips. I loved every second of it.

I did a lot of things right. We had a bit of an upfront contract in place. I was asking them to give our product a try and, if they said "no," that would be fine. I didn't spill my candy in the lobby. I asked some qualifying questions ... I was able to find a few points of pain that might make them interested in our product. I asked negative questions. I reversed on their comments. Flawless? No, but I was trying.

I presented ... I started getting a little desperate sounding and that was a big mistake. I realized that I hadn't spent enough time qualifying them. I got more desperate. "Just give it a try!" I begged and pleaded. I got down on my knees and shed some tears, baby!

But, alas, it was a pitch and miss. I didn't get 'em.

But I loved it. Selling a product you believe in, looking for reasons why your product will help the customer ... I love those things.

I can't wait for the opportunity to sneak out the door again without my co-workers seeing me so that I can go pitch another deal. I love it. My lips are red again. My fingers move. My toes are warm. Ahhh, yes, life is good.