They will only drink when thirsty… A funny thing about people is how much like horses they can be. As the old saying tells us, no matter how hard you try, they will only drink when they are thirsty. A funny thing about some salespeople of the old school is that they behave as though this was not true. Using high-pressure tactics they try to convince their prospects that they really are thirsty, even when they are not. A lot of potential business can be lost this way. There is a way around this problem, and it is simplicity itself. All it takes is a little patience. Eventually, everyone becomes thirsty again, and when they do, that is the time to offer them a drink. Don’t assume you always have the perfect solution. By asking the right questions you can often discover a way of providing solutions to your client’s problems. And what may seem like a small matter at first can sometimes develop into a large project. Take the time to nurture your prospects. Develop a relationship with your clients and educate them about what you can offer them. When a need arises, they will call you, ready and willing to buy. Live with passion, Brett Alegre-Wood

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