Perry was the new sales representative for a paper distribution company. He made his first call and answered with a greeting. He explained the company he was representing and what services were offered All the while, he tried to maintain a pleasant enough tone by smiling even though the customer couldn't see it. He continued making calls like this but ran into a snag. Apparently, Terry was not saying his name and phone number clearly enough, so customers couldn't contact him. He made sure to slow down his speech in order to speak more clearly.

After a while, it became apparent that he was a natural and all his techniques for success.