“If you can see John Smith through John Smith’s eyes, you’ll sell John Smith what John Smith buys.”
Never present until “you know John Smith and John Smith knows you.”
An insurance sales example… a producer lost a $22,000 revenue account that he purchased in an agency sale because he visited a plumber in his Mercedes wearing a $500+ suit.
The plumber’s perception was the new agent would “charge more.” (A story the plumber shared with me)