Jody was driving away from her newly won account with that smirky smile of satisfaction on her face. She had walked her way through the process from the referral stage, onto discovery and fact finding, then qualification with a commitment to act one way or another, and finally the agreement to do business together.
She knew her self-satisfaction was a result of the actions she took only a few short weeks ago, after several nightmare appointments almost sent her to rock bottom. During those calls, she had been nervous about her lack of preparation and from not knowing where she was in her own sales cycle. All that should have been done did not get done because she kept telling herself she was "too busy" to spend the needed time on any one aspect of her business.