Looking Over Our Shoulders

What Is The "Sam Effect"?

Three deals ready to close, says the princi­pal of an exhibitor at last fall’s event. Ready to close, but won’t say “Yes” till they talk to Sam. “That makes Sam a very powerful man – he has earned the trust and respect of his clients that is simply un­breakable,” said Business Owner Partiv Shah. “I am sincerely impressed with the bond he has created between him­self and his clients – I can’t sell to his clients without his blessing!”

That’s the “Sam Effect,” a phrase...