https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/899/The-Art-Of-Making-Sales-From-Those-Who-Do-It-Best/
... Greene has built, merged, and sold more than a handful of companies. He established CTS International in Boston and then sold it to Carey Limousine, where he became a VP, and applied his sales magic more broadly. However working for someone else lacked the motivation for getting up in the morning. It wasn't long before he and his brother, Peter, scraped a few coins together and started ETS International. Yes, Johnny Greene is gutsy. One car was all it took. He put on his black cap, picked up customers, and drove them to Logan International. In between customer trips, he made calls and built a customer base. As you might guess, Greene was just getting going when the recession hit. However, that didn't bother him. He knew the livery business so well, including its weak spots: no one cares as much as the owner of the business does. He called on his old CTS customers, who remembered how he had delivered for them. So, one by one, they came over to ETS. Right through the recession, ETS showed month-to-month revenue growth. Greene's success becomes clear with what he calls his most memorable sale. "I tell it to every new employee," he says. "Because it's what we're all about." It happened in the early 1990s. He called on the travel manager of what was then the engineering division of GTE in Needham, MA, which later became part of Verizon. Potentially, this was a big account because engineers travel a lot. A meeting was arranged and ...