Many years ago, I spent some time studying sales techniques. Some of the stuff is pretty hardcore but there is a lot of good information to be had.
One of the things that stuck with me was Joe Gerrard’s “rule of 250”. This was based on the fact that the average person has contact with approximately 250 other people. And while they might not all hear about a good service experience, you can bet that every one of them will hear about a bad one.
I have never been good at the “end game”. By the time I get to the point where the final details need attention, I’m already deep into the next project.
So I’ve had to work at staying focused on the current project while attending to the final little details.
Sweating the small stuff is often the difference between a good and bad sales experience for the customer.