Never Eat Alone/Ferrazzi 85-91

86 Remember, in most instances, the sole objective of the cold call is, ultimately, to get an appointment where you can discuss the proposition in more detail, not to close the sale.

In any informal negotiation, you go big at the outset, leaving room for compromise and the ability to ratchet down for an easier close.

In giving in to the concession, people feel as if they’re holding up their social obligation to others.

87 First, make the gatekeeper an ally rather than an adversary.

91…offer real business value.

It was 98 percent value-add for me, 2 percent sales pitch by him.

Always respect the gatekeeper’s power. Treat them with the dignity they deserve. If you do, doors will open for you to even the most powerful decision makers.
Thank them by phone, flowers, a note