7
Beware of a Cart Pulling a Horse
It's six in the evening, and I'm about to wrap up for the day. Then the phone rings. It's late. I'm tempted to let the caller leave a message. But I'm curious. I pick up the receiver and answer.
The other voice is animated. “Hello, I'm Sal Esposito. You don't know me.” A pause. Then, “Wow, I can't believe I actually got you on the phone. And you answered it yourself!”
Okay, I'm not that famous. But I guess a little flattery won't hurt.
“Well, you caught me,” I reply, “and I'm glad you did. I'm in between business trips.”
“I'm such a fan of your books. Actually, all of us are here at Brown Stevens.”
“I'm delighted you've enjoyed them. Which one have you read?”
There's silence as Sal thinks. “I really liked the one…the rainmaking one…you know, I think it was…maybe that one about the 10 strategies?”
“Ah, you mean All for One. I'm glad it's been helpful. Terrific.” Sometimes people just don't remember titles. Or, they read someone else's book and think I wrote it.
“How can I be of help to you?”
Sal's enthusiasm is over the top—he sounds like a kid who just walked into his living room on Christmas morning and sees the tree with all the presents stacked under it.
“Let me explain. We've got a big push here to boost revenue this year. We think we have a huge opportunity to add new clients and grow some existing ones. We're leaving a lot on the table. The approach you take in your books really resonates with us here. It's just what we need. And we want ...
