If you’ve ever had someone teach you to swing a baseball bat, golf club or tennis racket they alway tell you to make sure that you finish your swing with a good follow through. As someone who has swung all three of those to some degree of failure in my lifetime (see above), I know that if I don’t follow through with my swing and stop it halfway (at the contact point generally) the ball doesn’t go where I want or as far as I want. This same thing applies to working with your clients. Don’t stop halfway through your swing with them. Follow through until the ball goes where you want and as far as it can. Just getting a yes isn’t the goal, getting a successful sale is the goal. Make sure that you follow through with every possible thing to ensure that happens.
If you go move half the distance to a goal each time you take a step you’re never going to get there.
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