One of the best ways to establish credibility in a sale is to leverage existing relationships, advises Thomas A. Freese in his book Secrets of Question Based Selling . Perhaps you have a friend within a targeted prospect account who would give you a personal endorsement, a business relationship in some other part of the company.
Personal references are excellent for building credibility with new prospects.
A credible reference is worth its weight in commission checks. Each pay period, you have a bit of money deducted pretax from your paycheck. That money accumulates in a special account from which you reimburse yourself for your child care expenses. Because less is included in your taxable income, you are paying less tax all year long. You forfeit any money left in your child care spending account at the end of the year.