He did not want to sell his product, but he wanted to leave an impression on the people he would interact with. Salespersons, particularly those dealing with services, are guided by one cardinal rule: a customer buys you first before they buy the product. Patrick, who has been selling insurance for five years now, recalls staying at the cocktail party for about three hours, chatting and exchanging phone numbers. My goal was not to sell the product, but to sell myself. After selling yourself, you can now sell your product.

Source: Standard Digital April 19, 2017 04:18 UTC