Creativity + Consistency = Courtship Success
Many rainmakers work hard. The ones who successfully court and convert prospects into clients recognize that acquiring them takes time. They also realize a principle I’ve already shared with you, namely that relationship development is a process rather than a single interaction.
Successful rainmakers also know that business decisions are made on PST (Prospect Standard Time) rather than the time frame in which they (the rainmakers) would like to close the business. They realize that having a positive attitude at all costs is crucial for sustaining a winning attitude.
Savvy rainmakers know that the courtship before business is acquired can sometimes take a year or longer. They keep their names in front ...
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