The easiest way to make a sale is by a personal recommendation. That is someone recommends you to their friends or their colleagues as the person to do business with. How often have you said something about needing a new dentist or needing a plumber to one of your friends? They'll tell you "Hey I use this guy. You should talk to them" or "This lady sold me a very good used car, and I had a very good experience with it. He should go see her". This is the kind of thing you're after as a business person: being recommended to others. And that's exactly what we work on here at Agile: recommended expertise or Recognized Expertise. What you want is for the person that you do business with to turn around and recommend you to other people as the one person in the industry or niche that you service that they should definitely be doing business with. It's not a be all/end all for sales, but it is a very powerful tool that a lot of people do not leverage. And if you can create a good system where you are recognized as an expert and you are recommended to other people as an expert or as someone that they should definitely do business with, it will certainly make it a lot easier to complete sales. Actually there won't be any selling for you to do. Your customers friends will have already done that.