The name of this posting forum is called "flip-the-script". This morning on the way to work I started listening to "Flip the Script" by Oren Klaff. Still confused on whether I enjoyed "Pitch Anything" or what I've taken away from it but I thought I'd give his new book a spin as he is entertaining. On a side note I'm not positive he's not actually Bob Odenkirk pretending to be a sales trainer.
An hour in I'm intrigued about the idea of "social dynamics" specifically when it comes to selling. There's such a fine line between coming across like an ego centric "know it all" and someone who truly, "belongs" at the table. Personally I've always found that using your knowledge of current deals or relationships and pretending to casually socialize them as a way to qualify yourself to the buyer or an organization as lowbrow or off putting.
The last couple of years as I've witnessed more of this social status interaction amongst some of my peers I think it might actually have worked, not necessarily to close a deal but definitely to start a deal.
Any thoughts how to start pre qualifying yourself (not your company or product) to gain attention from a decision maker in an authentic manner?