A very close friend of mine spent months trying to land a new account with a potential client. In an attempt to get the contract signed on the dotted line, he did everything that a good salesman should do.
He called frequently to find out “updates” on the impending deal. He “just happened” to pass by the office every few weeks with fresh coffee and donuts for all the executives. He even went out of his way to email the potential client “informative articles” about industry happenings to display his knowledge about the field. But despite all his various attempts, nothing happened.
Desperate to find out why these sales pitches weren’t working, he finally paid the client a visit and posed the question to him directly. The client’s reply was curt and to the point: “We already have a company that we get these products from and we’re extremely happy with them. Why should we go out of our way and buy from you?” Read more