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Day 127 – Sweeten up that meeting.
I read an article about two women who run an ad agency that started bringing chocolates
when they met with clients. They said the clients really perked up if they could get
them eating the chocolates during the meeting. It has to with chocolate releasing endorphins
in your body which puts you in a good mood and causes you to be more receptive.
So, I tried it out in a sales meeting and, aside from a little hyperactivity, it really
worked well. From then on, when appropriate, I would have my reps bring chocolate on their
appointments. The key is to get the prospect to eat the chocolate at the start of the meeting
so by the time you get to your presentation the endorphins are flying.
Now, some people may consider this as manipulative. I prefer to think of it as a nice courtesy
that puts everyone in a good mood. DO NOT try and force your prospect to eat the chocolate.
Whatever you think about this idea, at least give it a try. At a minimum your customer
will consider you thoughtful.
Sales Homework – Bring chocolates on your next meeting and report the results.
Sales Managers – Pay for the chocolates.