John Deal of Hyperion Power Generation (inc - April 10):
|"I ONCE CALLED up a copier company and was put through to a salesperson. I started to tell him how my copier had died, and before I could say anything else he said he wanted to send me a packet of information and set up a meeting to talk about their models. I told him he just LOST a sale. I had been ready to tell him about my problems, and all he wanted to do was move me through a set sales process. People want to tell you about what they care about. All you have to do is give them a way to do it."