"I'm not worried about the Smitherington account going anywhere else," proudly stated Jim at the monthly account review. "I'm the only one who talks Smitherington's language."
"You sure about that?" asked Ed, the sales manager.
"Sure. Where else is he going to turn for what we've got at the price he's paying," responded Jim and then added, "Besides, he and I are like this." Jim twisted two fingers together.
"Well," went on Ed, "some of the other salespeople have mentioned that new firm trying to move in on their accounts.
"Hey, I'm not worried about them. That company doesn't have the history we do with Smitherington. Besides, their salespeople aren't that good."
"How do you know that?"
"Two weeks ago Smitherington called me up and told me just how helpless they were when they called on him. They couldn't even answer his questions. No problem. We had a good chuckle over it."
About twenty minutes after the meeting was over, Jim found a message on his desk. It was from Smitherington cancelling future product shipment because he had found another supplier. Jim immediately placed a call and found that Smitherington had left for a two week vacation.
No problem, thought Jim, he's just trying to beat me up on price. Really, no problem. About a week after he gets back, I'll call him. Yeah, that's what I'll do.