Tim was driving back from another disappointing sales call when it hit him. Now he knew exactly what he had to do to get more appointments and close more sales. He needed to know everything possible about his company’s products and exactly how past customers had used the products. Tim had a plan. He was going to be prepared.
For the next three weeks, Tim was a man possessed, meeting his objectives and developing a knowledge base that surpassed every other salesperson in the company.
“Success is assured,” he thought. “No one can compete with me now! I am a walking encyclopedia of product information and usage.”