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Installments: Going the extra mile is rewarded with success

Volume 27/Number 23; March 17/24, 2014

Stafford,-DavecolorBy David Stafford

Luck is all about taking the right steps when you get an opportunity to make a sale. This is particularly true in selling a commercial package of products.

You receive a call from Steve, a property management client you’ve pursued for over a year. “I need some help,” he says. “I’ve got a chance to land a new tenant, Magellan, for my Ascot Building property.” Ascot is a Class A property. Steve continues, “They’ll take my prime space but are really pushing me for ‘extras’, and the last area I have to wow them with is flooring. Can you put together some products and ideas for me to do a presentation on Friday?” Continue reading Installments: Going the extra mile is rewarded with success