Many of us forget about the days of having to pull over and to use pay phones and the value of quarters to make a call.
Imagine you are walking downtown and a homeless person kindly asks if you have a dollar for four quarters. Considering quarters are significantly more useful than a dollar bill you oblige and take him up on the offer. With out thinking too much of the situation, you hand over the one dollar bill and pocket the four quarters he gave you. Before you turn to walk away, he asks if you could spare a quarter. Instantly you are in his grips, and chance of you passing over a quarter is almost guaranteed at that point.
He has made a connection with you that you feel is completely fair and established a relationship with you in asking for a dollar bill in exchange for his four quarters, then closes his sale by asking for a quarter. Now considering you have already acknowledged his presence and agreed on the first interaction it is very difficult for anyone to turn down the request down.
Far too frequently we pitch a sale without establishing any credibility or relationship with the customer. People are very closed off and on guard toward sales people and the value needs to be placed on the interaction and relationship before the sale pitch is initiated.
What are some of your experiences with good sales people?