Fortunately for Billie and the customer, many of them didn’t realize they couldn’t have the biggest and the best, so they went ahead and bought the “impossible” dream order. As a pro, Billie challenged her customers to “go for the gold,” to strive for the best, to reach their “impossible” dream, and the prospects responded. It’s a fact: Customer performance is often tied directly to the salesperson’s expectancy. Billie’s expectancy was always high.
