Too many sales people think that sales is some sort of formula - arrive at meeting, spend a couple of minutes chit-chatting about stuff nobody cares about, present/make your pitch, then seal.
How's that been working for you?
Probably not too well.
The reality is that the Sealing of deals/transactions is cemented in the building of rapport/relationship.
"The worst fault a salesman can commit is to be a bore. Foster any attempt to talk about other things; the longer you stay the better you get to know the prospect, and the more you will be trusted."
David Ogilvy, The Legendary Advertising Executive
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