Prospects Don’t Care How Much You Know Until They Know How Much You Care
For two consecutive years, I had a contract for 24 pieces of business with one of the Big Four accounting firms.
At the end of the second year I got some good news: the training had been very well received by all the participants. I also learned that the person with whom I had a long-standing relationship had been promoted and the position had been filled by someone else, which meant I would have a new contact.
Anyone who has ever been in this situation knows what this means: the courtship process was about to begin again. My goal was to gain the confidence of this new prospect, whose name was Julie, so that she would integrate 12 additional training programs into the company’s ...
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