I was in the car leasing business, a fresh college grad, but someone with four solid years of phone experience behind me, and I reached out to sell my first deal.

Within a few hours, I got my first hot prospect on the line. He said hed like TWO new cars, both in Green, and both with very powerful engines.

No problem! I replied.

He said, Well, I have to sell the car Im in, first.

Well buy it! I countered.

You have yourself a deal.

I sent out the leases, by mail, and sure enough, to the surprise but delight of my manager, he signed them, we bought his trade, and we were done.

That was my ready-fire-aim approach to breaking into the business, but compare this to an error I made, that I vowed Ill never make again.

Another small business owner said he was shopping for TWO Cadillacs and I told him Id jump on the case, and asked when he wanted me to follow-up.

A week from now, he said, and I wrote in into my calendar.

Sure enough, on the appointed date I called and he said:

Gee, I just bought them yesterday at the dealership. Guess youre a little late!

So, from that moment forward, I have always shaved a day or two off the call back date, resolving that its always better to be a day early, than a day late!