It's The Thought That Counts  ...Really!

Article Date: July 24, 2006

A lot of people who have read my book, Mr. Shmooze: The Art and Science of Selling Through Relationships, tell me they do not have the main character's entertainment budget.  Here's my response:

Hitting people's emotional hot buttons is not a matter of scale, it's a matter of precision.  I often tell my audience, if you find out a client is a fly fisherman, you don't have to send him a $300 fly rod.  Instead, send him a $3.00 fly/lure, and a note that says "try this on a late afternoon later this fall."  Trust me... he will love you for it.

You see, it's not about the money.  It's about connecting, caring and acting.  Most salespeople don't go that far.  The ones who do own the world.

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