Chapter 16

Under-promise, Over-deliver

We must not promise what we ought not, lest we be called on to perform what we cannot.


Attributed to Abraham Lincoln

A salesperson's job primarily is to achieve sales growth by building a loyal customer base for the company. It also involves renewing old customer relationships. If this is the focus, genuinely coming from the heart, then the sales should get generated naturally. Life gives us many opportunities to build those loyal relationships as long as we are willing to deliver more than we promise. The following anonymous touching story illustrates this.

One day, when I was a freshman in high school, I saw a kid from my class walking home from school. His name was Kyle. It looked like he was carrying ...

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