Concentrate on Dick's needs, wants; what will benefit him and make him look like a hero? Have a "what if" discussion: "What if you could have the perfect scenario: what would it be?" Then shut up and LISTEN.

Run, don't walk.

Try to get in bed with the owner's wife.

To this guy, you are just another sales rep. He may have too much to deal with, and you are an insignificant pest that just went to his boss to try to get your way. In order for him to show interest in you, you have to show interest in him. Find a common thread with Dick. How does your service or product help him address issues that he faces daily. By addressing the company needs, maybe you have created an extra step in his process that he resents. Understanding everyone's responsibilities in a company can help you relate to each person's individual quirks. And we all have our quirks. Maybe he does not know you. Check out his surroundings for clues. Is there something around his office that shows a personal interest, such as a sport or hobby? Sometimes making a personal observation, and asking about is all it takes to break the ice. Everyone has do deal with someone who is less than pleasant at times. Be careful that you don't let his attitude affect yours. It's amazing how quickly his bad attitude can show up in your voice.

"He is a control freak, independent, unemotional (sales people HATE that) and cold. He is also your new key contact." You just described me! (As much as it looks like I should be ashamed of that, I'm not.) This guy probably gets the results the company wants, and that's why the president backed him. It may be that he doesn't like to be told where to do his purchasing. He may have relationships with other companies, causing resentment towards an innocent salesperson in a tricky situation. I don't agree with forcing a conversation by asking about personal things. This guy, from the "cold" description, may be more interested in a conversation about the industry he is in, how it is affected by the economy, how you may be in the same boat, etc. If there's a lack of personal items in his office, it is probably because he separates work and personal, and may be uncomfortable with an attempt to mix the two. Not a good idea to go there. A little less presumptive familiarity may help out. On the positive side, if you can chip away at the ice, you may eventually find a very loyal customer/business partner that does not change allegiances on a whim. Hope this helps.

Hmmm...for any other Tony Robbins readers...Dick might be someone who looks for differences. Dick is the type of person who is seen as a pessimist, but really, he's looking at all potential angles for something to fail, to insure that it does not! The large percentage of people (like the president of this company) look for similarities, or why things will work...they're dreamers, big picture type of people. Personally, I am a "Dick" (no pun intended). Typically I make my team members aware of this and my team members work with me by being patient and persistent with my detail-oriented behavior. Dick serves a purpose for his organization; he insures that “big ideas” come to fruition by covering all details.