There are many businesses that teach a very aggressive approach to selling. They train their salespeople to NOT take no for an answer and to forge ahead at any sign of resistance. I understand the necessity to break down obstacles and get past gatekeepers. Besides, how can you make it in sales or business if you collapse at the first sign of any obstacle?
My wife just happens to be a gatekeeper at a doctor’s office
and has regular visits from drugs reps. Most of them offer to buy lunch for the office to get some of the doctor’s valuable time. The reps that succeed treat all of the employees with respect and use good manners. This attitude is remembered as the “relationship’ with this office grows and trust is developed. Some of them try to push their way through and usually it is accompanied with a healthy dose of arrogance. They also disregard the staff that could be their greatest ally. These reps are also remembered but not in a positive way. They may even cause the gate to be “closed” at their next visit.
From my experience persistence and consistence is invaluable to your success. But long term relationships are built by building trust through treating people the way you want to be treated. People want to buy…only after they feel heard, understood and you have presented a compelling solution to their need.
It is just like you have always heard…you catch more flies
Have a great week!
Personality Sales Coach
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