Get the most out of your focused efforts by concentrating energies on those things that are within your control. You must be as prepared as you can be by learning and justifying and thereby influencing. All you can do, is all you can do.
Some Will:
There are those people that will allow you to learn more about their business and their needs so that you can make informed recommendations. They will make the time to work with you so you can deliver customized solutions. These are the clients that appreciate that you are working with their interest first and that you will never put your interest before theirs'. This group understands that the relationship is built upon trust and they value what you have to offer because you have identified that they have a problem and they need you to solve it. They view you as a problem solver and you must deliver. They are willing to make and keep a commitment and they expect the same from you.
Some Will Not:
These are those people that will not allow you the time to learn what you need to know because they are too busy, or afraid of facing the realities you are going to uncover or may just be insecure, or they might be lazy! Some of these people are successful in-spite of their actions. They are too distracted to have a meaningful discussion about your products or services. Most of these distractions are self-imposed and are simply a mechanism they employ to send you and other problem-solvers on their way. They have convinced themselves, even before you walked in the door, that they don't need or want you involved in helping their business. They can be a colossal waste of valuable time because they do not reveal their true feelings until after you have invested a lot of your efforts on getting to a place when you finally realize, you have been taken for a ride. That is the worthwhile risk you take and speaks volumes to pre-qualifying, to the extent that it is possible. A word of caution: "do not assume anything."
So What:
You do not control the actions of others. Your success is largely dependent upon your levels of the right behavior. The more you do the better you will get at determining who is and who is not really interested. You need to build relationships with the people that are going to work with you and not against you. Don't let the outcome, either positive or negative take you too high or too low. Stay the course and get better and better at helping those that want to be helped and better and better at weeding out they that do not. You never quit, but you do, at times, need to cut your losses and move on. Some will, some will not, so what!
