This came to me from Steve.
After 45 years of marriage, a husband and wife came for counseling.
When asked what the problem was, the wife went into a tirade listing
every problem they had ever had in the years they had been married. On
and on and on: neglect, lack of intimacy, emptiness, loneliness,
feeling unloved and unlovable, an entire laundry list of unmet needs
she had endured.
Finally, after allowing this for a sufficient length of time, the
therapist got up, walked around the desk and after asking the wife to
stand, he embraced and kissed her long and passionately as her husband
watched – with a raised eyebrow. The woman shut up and quietly sat
down as though in a daze. The therapist turned to the husband and
said, “This is what your wife needs at least 3 times a week. Can you
do this?”
therapist got up, walked around the desk and after asking the wife to
stand, he embraced and kissed her long and passionately as her husband
watched – with a raised eyebrow. The woman shut up and quietly sat
down as though in a daze. The therapist turned to the husband and
said, “This is what your wife needs at least 3 times a week. Can you
do this?”
“Well, I can drop her off here on Mondays and Wednesdays, but on
Fridays, I fish.
Fridays, I fish.
Why do prospects not by from you? It’s the wrong solution! You didn’t listen long enough. You didn’t ask them whether they wanted a turn-key solution or they were willing to do some/all of it themselves. The budget’s not right. They don’t like you. Whatever!
Never present until you know it’s exactly the right solution and you know your prospect will say, “Yes.”
You know how to reach me.
RainMakers & Sales Rock Stars 
O, that Steve…