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Every deal has a life of its own!
One of the most valuable lessons that I learned early on as a start up entrepreneur was just that, "Every deal has a life of its own."  I liken this philosphy to the common cold.  You come down with a cold.  You can ride it out without all of modern "cures" and it will go away in about a week and a half.  Or, you can pump yourself full of pills, liquids, sprays, and lozenges and your cold will be gone in about ten days!  You may feel better during the ride, but it will take the same amount of time to get rid of your cold.
I have found that the same holds true with virtually any deal in any profession.  You make the presentation.  You do your diligent follow ups at the required intervals and sometime down the road the deal will either come together or it will not.  Or, you make the presentation.  You do your diligent follow up.  Then, at sometime in the process internal or external pressures cause you to want to hurry up the closure to the deal.  That is when you start spinning your wheels with unproductive follow ups, sublte pressure techniques, unrequested market ... more

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