When you push a book that’s on a table, the book will move. However, if you push a book that’s resting against a wall, it will not move, no matter how hard you push.

With prospects and clients, are you on the table or against the wall? Are you being pushed all over the place until you drop off onto the floor because you’re unwilling to be firm and take a position and push back? Or are you against a wall, knowing that you won’t be pushed around about what you know is right?

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