The Bell

Years ago, a salesman, working for the Philadelphia Bell Company, traveled to France to pay a visit on one of their best clients, the Notre Dame Cathedral.   The new bell from Philadelphia, was much lighter, yet louder and would make one of the decision makers, Quasimodo, job of ringing the bell a whole lot easier.
During the product demonstration, the salesman explained to Quasimodo how to swing the new bell clapper and stressed how important it was to move out of the way before the new, lighter bell clapper made its return.  The salesman then urged Quasimodo to give the new bell a try.
Quasimodo, used to the much heavier, previous clapper, was careless, however.  His brute strength sent the new clapper towards the bell at an odd angle, causing it to strike the salesman square in the face, sending him falling from the tower.
Quasimodo rushed to the street, where a crowd have already gathered.  "Do you know this man?" they asked him.
"No," Quasimodo answered.  "But his face rings a bell."
Moral of the story.   True sales professionals know that before making a presentation, it's important to establish a personal rapport or connection with your prospect.   Without some emotional investment from the prospect, your presentation is sure to fall on deaf ears, and your sales will fall flat.
"Once that bell rings you're on your own.  It's just you and the other guy."    -     Joe Louis

Sell something and I will be your best clapper,

dan