Shane Parrish

This kind of reminds me of Jim Clayton, who said you can solve 90% of all legal problems with good customer service.

Two months later, there was another follow-up call, then another when the customer was ready to reorder.

Every customer became a relationship, not a transaction, and every sale became the beginning of something, not the end.

Later on, she'd write, success in our business depends on customer satisfaction.

A one-time order is not what we're after.

After all those years and all those parties and all those follow-up calls, she distilled it to one sentence.

I would conclude that servicing the customer is the most common denominator shared by all great salespeople and sales managers.

The system worked.

Month by month, her sales improved.

She learned which products sold best at which parties, which demonstrations made women reach for their wallets, which neighborhoods had money to spend.

But she never got complacent.

She'd later write, nothing wills faster than a laurel rusted upon.

Every person should have a lifetime self-improvement program.

In today's fast-paced world, you can't stand still.

You either go forward or backward.

Every month, she studied what worked.

Every quarter, she refined her pitch, expanded her territory, and increased her efficiency.

She was constantly testing things, refining, and getting better.

She was evolving.

Mary Kay achieved her goal.