Archive for February, 2008

(They want to do it)

I am sure this has happened to you: you make the same proposal to two people. One person is indifferent no matter how well you present the benefits. The other person finds that what you have to say makes sense to begin with, and gets into action. If you have been in the short sales business for any length of time, by now you have already figured out that no matter how much effort you put forth in the former case, in the end it will be a waste of time. In the latter case, chances are, you will get full cooperation and come up with a profit. Why is that?

I used to think that I had to convince people about the benefits of my services. Then someone told me: “Convincing is a waste of time. Only work with people who are ready to act.” It took a while for that concept to sink in, but now I only work with clients that are already predisposed to appreciate what I have to offer them. In other words, I only work with the motivated.