Of course, there’s risk involved when you, as a professional, encourage your prospects to take action when they don’t necessarily want to, even when it’s for their own best interest. And to be more specific, the prospect might feel uncomfortable with your display of persistence.
At the same time, though, since your prospects are depending on you for your professional expertise, you should be willing to take some risk.
So, if you get the impression that your prospect is beginning to feel a bit displeased by your sense of diligence, you can remain courteously persistent by saying this:
“You know, Bill, when you and I first started talking today, you only had one goal. And that goal is to solve your ___ problem.”
“But now, you might just have another goal, because it seems like you want to end our discussion. Now, this second goal is fairly easy to achieve.”
“You see, all you need to do is ask, and I’ll stop our presentation. However, that would still leave you with your first goal of trying to solve your problem.”
“So, why don’t we spend just a few more minutes together, so that we can solve your ___ problem. That way, you’ll end up achieving both of your goals.”
“Does that make sense?”
