APPROACH SALES from the customer’s point of view, not your own. What’s important is what matters to him, not you.
UNDERSTAND THE DIFFERENT TYPES of whales. Generally, earners seek risk and thrill, while inheritors want a good time with plenty of fun.
MEET WHALES and get to know them via informal events that give them something they want.
START BY BUILDING RELATIONSHIPS, finding common ground and learning more about each prospect. The sale only enters the picture after a strong friendship has been built.