--- title: Go On a Charm Offensive | The Sales Blog description: There’s an old joke that goes like this. A man dies and St. Peter greets him at the gates of Heaven. St. Peter tells the new arrival that his record is good, but that he still has free will and can choose between Heaven and Hell. But before he does, he’ll have the opportunity to […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_86077513.jpg --- ### [Now booking SKO meetings for 2026/27! 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A man dies and St. Peter greets him at the gates of Heaven. St. Peter tells the new arrival that his record is good, but that he still has free will and can choose between Heaven and Hell. But before he does, he’ll have the opportunity to explore both options. Then St. Peter gives the new arrival a tour of Heaven. Heaven is a nice place. Everything is perfectly clean. A lot of angels are walking around singing hymns and such. But overall, Heaven is a pretty boring place. After touring Heaven the new arrival gets a chance to explore the alternative. Hell is a very different place. It’s a party! There’s a lot of loud rock music. There are a lot of people dancing. There is a lot of drinking and smoking. [Everyone’s having a great time](http://www.youtube.com/watch?v=77TOYSiIoMI). After his tour of Hell, the new arrival goes back to visit St. Pete. And he says, “I apologize, but I’ve decided to spend the rest of eternity in Hell. It’s nothing personal. It’s just more my style.” And off the new arrival goes to Hell. When the new arrival gets back to Hell, it’s nothing like it was during his tour. People are literally on fire; their flesh is burning. There’s screaming and suffering. It is Hell, after all. The new arrival says to Satan, “There must be some mistake. This isn’t what Hell was like when I visited yesterday.” Satan laughs and says, “Yes, but yesterday you were prospect. Today you’re a customer!” #### Remember When? Remember when you were courting your dream client? Remember when you were giving them the full-court press? Remember how [proactive](http://thesalesblog.com/blog/2012/12/14/being-responsive-versus-being-reactive/) you were in anticipating every one of their needs? Remember how you found a way to nurture that relationship, creating value long before you claimed value? What changed? What would have to change for your client to once again feel the way that they felt when they were a prospect? What would a charm offensive look like? Would you spend time at their location? Would you spend time listening to them to get a greater understanding of their world and how you might make a difference? Would there be lunches? Dinners even? Would both the frequency and the nature of your communication change if you were executing a charm offensive? Would there be no problem too small to deserve your attention? What would it look like if you were actually [courting your existing clients](http://thesalesblog.com/blog/2011/06/16/the-at-risk-column-and-what-to-do-about-it/)? ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2013](https://www.thesalesblog.com/blog/tag/2013) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on June 10, 2013 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-09-17T1:29:52 PM", "datePublished" : "2013-06-10 18:15:09", "description" : "There’s an old joke that goes like this. A man dies and St. Peter greets him at the gates of Heaven. St. Peter tells the new arrival that his record is good, but that he still has free will and can choose between Heaven and Hell. 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