Pumpkin Butter
Posted by Mike Ferris on Tuesday, November 14, 2006 and posted in Home Health Care Hospice SalesWhen you discover that magic ingredient, the one that makes a person ‘squeal’ with delight, use it to your best advantage. The other day I witnessed a gatekeeper who was clearly moved by the fact that the sales person had brought pumpkin flavored cream cheese in with the bagels. She had not had any in a long time but it evoked memories that transformed her. Needless to say, the rep know has a friend for life and one who will help ‘butter up’ the decision makers in the facility.This is an example of a chance happening that provides an important insight that can be recorded in the sales person’s customer relationship management system. She now has a trump card she can play when needed. By the way, the pumpkin cream cheese was totally by accident. Who could have known that it would have this kind of reaction! Keep your antennae up and look and listen for those little things that mean so much to a referral source.