Dave Kahle is the owner of The Kahle Way® Sales Management System. When it comes to tapping into the power of entertaining to land clients and increase sales, he knows how to do it.

Salespeople can leverage entertainment to create meaningful relationships with clients and prospects, ultimately driving business growth. We know this. Yet many struggle with how to do that effectively beyond “You want to get lunch?”

In a recent interview on Straight Talk!, Kahle defined what entertainment means in the context of sales strategy. It’s not merely wining and dining with clients or offering gifts; it involves intentionally and strategically arranging to spend time outside the office with key people who hold significance in one’s territory.

One notable story Kahle recounted involved a challenging client, “Bob,” whose resistance to traditional sales tactics seemed … insurmountable. However, Kahle demonstrated genuine care and interest in Bob and his spouse by extending an invitation to a baseball game and later to a local tavern, with another couple and their own spouses tagging along. Drinks, conversation, no business discussions … what happened afterward showed Kahle the value of entertaining. Bob’s spouse took Kahle aside to tell him that no other salesperson had ever shown so much personal interest. I believe Kahle said some tears were part of the conversation. And I can guess that Bob’s spouse gave him some direction on the drive home, probably sounding like, “You better buy from Dave.”

Another opportunity came along when Kahle invited “Julie,” who “did not like me,” Kahle said. With the mix of spouses tagging along with another couple and not speaking about business, the event ended up with Julie as a friend and long-time client.

In this age of digital and information-overload, authentic human connections have become invaluable. Clients seek trusted partners who deliver results and understand their needs and preferences.

True salesmanship goes beyond transactions; it’s about fostering meaningful connections. Give it a try for your next round of prospecting.

For more from Kahle, watch his recent Straight Talk! interview below.