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/
... two-hour dialogue on what the company would like to see in a program," notes Ed. "We answered a bunch of can you do this? ' questions and evidently our answers made sense. They gave us the contract." John R. Graham is president of Graham Communications (Quincy, MA), a marketing services and sales consulting firm. He writes for a variety of business publications and speaks on business, marketing and sales issues. You can contact him at Graham Communications, 40 Oval Road, Quincy, MA 02170; (617) 328-0069; e-mail: [email protected] ; Web site: www.grahamcomm.com . Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to join? Need insurance for you, your business ... 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 ...