Maybe you’ve seen it in a few movies. Camera’s on some slick salesman heading to a penthouse building to meet the client that could change his career. The next thing you know, said client turns out to be one of those eccentric billionaires who lived in a regular apartment across the street and Mr. Slick got the address wrong.
Twists like that are far closer to reality than some think. Look at Warren Buffett preference for Coke and Dairy Queen or Pope Francis riding a bus instead of the papal limousine.
For those in the middle of prospecting for business, you need to be prepared for when a prospect behaves in ways you might find ‘crazy.’ (And maybe in the end, you might learn they’re not so crazy after all.)