THIS WEEK’S JOURNAL

Most sales professionals believe they lose trust because of big mistakes.

That is rarely where the damage actually happens.

It’s the Small Things

Watching how sales professionals actually lose people, the loss almost never comes from one dramatic moment. It comes from a long list of small things that were said and not done.

The promise to send a document by Friday that became next week.

The “I’ll check and get back to you” that never came back.

The small follow-up that was easy to ignore in the moment — but landed harder than expected on the other side.

What’s Hard to Repair

People understand when something goes wrong — especially when it’s handled with honesty.

What’s harder to repair is the feeling that you can’t quite be relied on for the ordinary things.

What Makes Someone Trusted

The professionals who become trusted in any industry aren’t necessarily the most talented or the most visible. They’re the ones who handle small commitments with the same seriousness as the big ones.

The reply that arrives when promised.

The detail remembered without reminding.

The follow-up that comes before it has to be chased.

If you want to know what your reputation is really made of, look at the ones you barely thought about.

Keep chasing excellence.

🎧  NEW EPISODE

Chasing Excellence with Tony Thompson

Tony Thompson, CMB

Keynote Speaker, Founder & CEO, NAMMBA

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