I bought a new suit yesterday. Quite an expensive one, at that.
I don't need any new suits. I have a ton - I wore them every day for years - and they fill an entire closet. Other than a few speaking engagements per month, and an occasional dinner at a "jackets required" restaurant, they don't get any use.
However, when I walked into the store yesterday, a clerk immediately offered me a cocktail, my favorite spirit of all, no less - Bombay Sapphire - and of course I said yes! While my other half was trying on several dresses, I began browsing the suits, started trying them on, and found a few I really liked.
And, to be quite honest, I felt bad accepting a drink if I wasn't going to buy something. So, I walked out with a suit that cost the equivalent of many, many cases of Bombay Sapphire.
The lesson here is that if you obligate someone to you - meaning you give them something freely with no expectation of reward or gain - the psychology of obligation selling goes to work for you. Don't be like so many salespeople who only go out of their way for a prospect when an immediate sale is imminent. Instead, give of your time and talents freely, and the sales will start pouring in to you almost immediately.
Frank Rumbauskas is a New York Times Best-Selling Author, one of Fast Company's Most Influential People Online, Winner of Business Book of the Year from 800-CEO-READ, The World's Best Sales Trainer, The #1 Sales and Marketing Strategist on the Planet, and a very humble and loving husband, dad to two beautiful daughters, and all around great guy!
To get Frank to explode your organization's sales numbers until your head is spinning, your wallet is bursting at the seams, and everyone thinks you're a genius, contact him at firstname.lastname@example.org