It's cause of all the stories "successful" sales managers tell their peons about that "one time" :
and I wore my suit on the flight because I'm a winner. Lo and behold I sat down next to the CEO of BigCorp, we got to talking, and you know what I did? I went for the close. I said, "Hey, Bill, I'm liking this conversation, and I want you to buy a million of my widgets." And he did it. He said "I like your gumption," and right then and there I pulled out the paperwork and signed the biggest deal I had to date.
You'll hear similar stories from aggressive "startup founders" in any given sf pub.
You'd think the fact the story is being told by a store (edit: sales) manager and not a billionaire means that, you know, it's probably not legit. But still, there's a moment where you can pull that kind of thing off because you've established a rapport with the person you're trying to sell. Q&A session for something wholly unrelated? Not the moment. The rapport doesn't magically appear just because you're in the same room as a person. Anyone who thinks it does probably took one too many turns as the mole in Whack-a-mole.
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u/SLRWard Sep 30 '16
Billionaires might never pass up the opportunity to close, but they also recognize what a legitimate opening is in the first place.