I’ve dealt with a number of “household name” personalities over the years while selling residential and commercial electronic security systems. The one person who made my hand quiver was the late John Candy. But that was only after I had secured his authorization to proceed. It happened as I was writing up the agreement. I did not believe I actually had sold him and had difficulty printing.

How do I sell him? I confirmed he had an alarm system in his California residence. (He was to be in Chicago filming for a year.) I also guessed correctly about the company providing his equipment and service. Since I knew every panel that alarm company produced, I related to him by describing our panel in terms of his panel. If you want to do this on your panel, take this step on our panel. And, it worked!