Years ago, a salesman, working for the Philadelphia Bell Company, traveled to France to pay a visit on one of their best clients, the Notre Dame Cathedral. The new bell from Philadelphia, was much lighter, yet louder and would make one of the decision makers, Quasimodo's job of ringing the bell, a whole lot easier.
During the product demonstration, the salesman explained to Quasimodo
how to swing the new bell clapper and stressed how important it was to
move out of the way before the new, lighter bell clapper made its
return. The salesman then urged Quasimodo to give the new bell a try.
Quasimodo, used to the much heavier, previous clapper, was careless,
however. His brute strength sent the new clapper towards the bell at an
odd angle, causing it to strike the salesman square in the face,
sending him falling from the tower.
Quasimodo rushed to the street, where a crowd have already gathered. "Do you know this man?" they asked him.
"No," Quasimodo answered. "But his face rings a bell."
Moral of the story. True sales professionals know that before
making a presentation, it's important to establish a personal rapport or
connection with your prospect. Without some emotional investment from
the prospect, your presentation is sure to fall on deaf ears, and your
sales will fall flat. If you're not careful, you could fall flat too.
"Once that bell rings you're on your own. It's just you and the other guy." - Joe Louis