In the latest episode of Mad Men the bumbling Englishman, Lane Pryce, is nervous about making his first ever pitch to a prospect over dinner.
He seeks advice from Roger Sterling, who has all the best lines and clients eating, (drinking and smoking) out of his hands.
“It’s kind of like being on a date”
“Flattery, I suppose?”.
“Within reason but I find it’s better to smile, sit there like you got no place to go and just let him talk. Somewhere in the middle of the entree they’ll throw in something revealing and you want to wait to dessert to pounce on it and let him know you’ve got the same problem he has. And then you’re in a conspiracy, the basis of, quote, friendship.Then you whip out the form.” (Client questionnaire)
“What if I don’t have the same problem, if he is more reserved?”
“Just reverse it. Feed him your own personal. That’s it. Get your answer. Be nice to the waiter Don’t let him do the cheque…….and find out everything you can about him before you get there.”