There is a perception that you need to be a “yes person” to have a successful client engagement.  In our last episode Jason mentioned that the low barrier to entry in our space is partially responsible for this. In order to have a happy, satisfied client, you need to give them everything that they want, when they want it.  In actuality, however, there are times when you need to exercise tough love with a client.  This can also be extended to the pre-sales process when dealing with prospects.  What forms can tough love take in the context of an engagement or sales?  What times require a tough love approach?

 

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