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About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.

Written by: Vickie Sullivan  |  April 26, 2012

Is There A Good Time To Give Up?

I had a client whose prospect — in a face-to-face meeting and in front of other people no less — exploded when he heard her fee.  Literally had an emotional outburst.

Now she could’ve followed his lead, told him off and walked out.  But she didn’t … instead she turned the situation around and he’s not giving her six-figures.

Folks, the biggest mistake we can make is getting out of the conversation too early.  The first sign of trouble and we walk out, saying to ourselves, “well, this is a lost cause so why put in the energy when there are folks out there who want to work with me?”.  The problem with that:  his initial reaction to her fee is not permanent.  Our walking away makes it permanent.

Here’s what I do:  if I find myself in a similar situation I think, “OK, this could be the kiss of death.  I’m gonna use this as an experiment.  I’m going to test my turnaround skills.  If I can’t pull it off…well, I didn’t have the opportunity anyway.  Worst case scenario, I’m gonna learn something.”

The worst time to give up in in reaction to someone’s silliness.  The best time to give up is when we decide we don’t want the opportunity.


About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.