How to ask for an introduction

- A few months ago, a sales rep in my company … reached out to me in a bit of a panic asking for my help. … He was worried he was about to lose a significant deal. … He had been unable to engage the CEO … and wanted to connect with him as a last-ditch effort … to save the deal. … He was looking for a warm introduction … and discovered that the CEO was a friend of mine. … I made the introduction. … There's a whole lot more to this story … but let's skip to the end. … Deal is saved, rep is happy, … and I get the following message from the CEO, … "Thanks again for your note as it made us reconsider." … What? … Why is he thanking me? … I should be thanking him. … Most sales professionals would agree … that getting a warm introduction to a prospect … is the most ideal way to engage potential buyers. … When it's done right, it is a positive experience … for all involved, the rep, the connector, and the prospect. … Now that rep made it look easy but he clearly had a plan … and if you follow the same steps he took, …