There is a story about a salesman who died and went to the pearly gates to be greeted by St. Peter. Peter told the salesman that he could choose between heaven and hell. Being a salesman, he asked to have a tour of each before deciding.
In hell, Satan showed him laughter, games, food, drink and music. In heaven, he saw puffy clouds and peaceful harp music… pretty much what he had imagined. He told Peter that he felt more at home in hell and that was his choice. The next day, Satan greeted the salesman who only saw pain, fire, screaming and darkness. The salesman asked Satan what was going on.
Satan replied, “Yesterday you were a prospect, today you’re a customer!”
When you are cultivating a prospect, are you thinking about how you will steward the relationship if the prospect chooses you?
Will they still be here tomorrow?
Will you?
Written by: John J. Corcoran, President & CEO at D’Alessandro, Inc.
