What Will It Take (WWIT). . .

. . .to make that additional call?
. . .to arrange that additional drop by?
. . .to schedule one more visit?
. . .to ask for a few minutes?
. . .to review that proposal one final time?
. . .to check those details out again?
. . .to explain the product clearly, without jargon, so it is understood?
. . .to walk through that presentation one more time so it stays fresh?
. . .to make a note of that company so you can follow up?
. . .to actually listen to what he is saying?
. . .to gain their interest?
. . .to present yourself as a professional?  Someone they trust?
. . .to keep your integrity while competing?
. . .to resell current clients by providing the best service they could ask for?
. . .to review those reports one more time so you will be able to explain them better?
. . .to anticipate that extra question they might ask?
. . .to answer the phone faster?
. . .to be extra helpful?
. . .to think through what you want from and will contribute to the meeting?
. . .to be prepared?
. . .to make their day a little easier?
. . .to make them never wonder about your commitment to them?
. . .to make them ignore potential competition?

It is worth it.