Why romance & foreplay is important in Sales?

In my career of more than twenty years, I have seen majority of the Sales people are struggling with closing a deal despite of having a fairly decent product and services.

The Sales people are so very captivated & imprisoned inside the “power point presentation” or for that matter in the “printed sales brochure” that some-way down the line they fail to establish connections with their Customer.

The problem here is not the presentation or the brochure but the inability of the sales person to understand the selling startergy. Sales are basically a by-product of tactical crafting of “ideas through messages” which will create the maximum impact on the target segment.

When it comes to romance or dating, empathic listening followed by a soft & slow conversational exchange of ideas & thoughts can create a positive vibe between two strangers. Similarly, foreplay in sales is establishing a connection of mutual trust & respect with the Customer by changing the selling process from transactional to transformational.