In this excerpt from the book "Success Secrets of Sales Superstars," Joe Bourdow explains how, as a Valpak franchisee, he orchestrated the delivery of a surprise holiday gift for a client immediately after the client mentioned it in a phone conversation. The gift cemented a business relationship and led to several referrals. The anecdote "teaches a valuable lesson about how going an extra mile for a customer sets a salesperson apart from the competition," according to Robert L. Shook and Barry Farber, the book's authors.

Related Summaries