In my workshops, I like to ask people the following question to get the juices flowing.
Here is the scenario: Take your most profitable client. Now imagine that he/she was your ONLY client, that is, if he/she went away, you would lose your livelihood and could not provide for your family.
Here is the question: Is there any difference between how you treat that client now versus how you would treat him/her if it came down to virtually life or death?
If there is, what would you be doing differently and why aren’t you doing that right now? Because believe it or not, there are master salespeople out there who apply this exact level of life or death emotion and intensity to their client relationships, and that is exactly why they “magically” get most of the business in any given market.
