Spike Santee

Sales is a relationship business. People buy from people that they like sooner than they will buy from someone they don't like. Are you the type of person the prospect likes because you are professional and well prepared or do they like you because you bring them doughnuts and tell funny jokes. People admire professionalism. They will buy from the professional sales person they like sooner than they will buy from the unprofessional sales person they like because the professionalism enhances the sense of value in the transaction. 

Lou Holtz likes to tell the story of a Radio sales rep who was driving on a slippery country road when he slid into a ditch.

Harland David Sanders, (September 9, 1890 – December 16, 1980) is best known as Colonel Sanders from Kentucky Fried Chicken. Success came late in life to Sanders. By the time Sanders was 40, he had held a long list of menial jobs. It was 1930 and Sanders was now running a small gas station in Corbin Kentucky. He started serving his customers cooked chicken dishes in his apartment connected to the gas station. Stories of his delicious chicken spread throughout the state and soon Sanders opened up a 142 seat restaurant. It was in his new restaurant Sanders refined his secret blend of eleven herbs and spices and his technique of frying chicken in a pressure cooker.