For example, Chris was a successful call center technology salesperson who drove a sporty new Corvette—a gift he bought himself when he reached a major sales goal. One day he learned that a prospect he had been calling upon for the last few months would be in town for a conference. He knew the man was a car enthusiast, so he offered to pick him up from the airport in his Corvette. The prospect agreed. When Chris pulled up, he immediately noticed the big smile that came across the prospect's face. Without missing a beat, Chris asked, "Hey, would you like to drive it?" The prospect jumped at the opportunity. As they drove to the prospect's meeting spot, the conversation was about everything but call center technology—cars, sports, food, etc. Chris treated his prospect the same way he treated his friends, and the next day the prospect called and asked Chris for a detailed proposal for his products. A few months later, the deal was closed-and Chris had not only a new client, but also a new friend.
marketing+sales: What's Love Got to Do With It?
For sales, it's everything