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Quite regularly, I will get feedback from a client about a particular sales call and how it went. Recently a client of mine came up to me smiling and said, “I had the best sales call ever!” Wow, that is a big statement. I was curious what actually happened. What she told me warmed my heart because the call was almost effortless, the signed agreement was in her hands in record time and she stayed in her selling system from beginning to end. I hope I have hooked you because I am going to share with you what she did and why it worked so well.

Jim was on a roll. In the past five months, he had come from the bottom of the sales chart to the top. Everyone at the office was impressed. He was determined to stay number one. With this in mind, he decided that every client was going to receive additional attention at no charge. Stop in and visit them, see what “no-charge” help was needed and provide it. Let his clients know that he was available twenty-four hours a day, seven days a week. And for the next three months, Jim’s clients thought of him as the best salesperson they had ever known.

Mark had been making a decent living for ten years as a salesperson. Always in the middle of the sales charts, Mark was comfortable with his selling skills. At least he was until taking his most recent sales position three months before.

About six months ago, Tim had done some research on firms in his sales territory and decided that The Hubble Group was a prime prospect. In the course of the research, he had obtained a publicly available corporate report which contained the names of all the company officers from the CEO down to the line managers.