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Tennis or Chess?

Tennis or Chess?

People will agree to purchase your services, to engage with you, as a result of an intellectual, rational conversation. But they won’t necessarily agree to do it quickly.

People will agree to engage you immediately if they feel an emotional need to act quickly, a sense of loss if they don’t act now, a priority to take action.

The difference in the two positions is urgency. An issue can’t merely be important. There must be an emotional need to address is immediately.

Sometimes that urgency already exists with the buyer, but usually you have to create it or build upon it.

Are you capable of establishing that emotional connection to take action, to hit the ball over the net, or are you merely engaged in an intellectual debate, a chess game that might take months?

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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