“Second, accept that everyone you talk to is busy and you are interrupting. Always ask if this is a good time for him to give you his undivided attention. If not, arrange to see him another time.

It seems to me that sometimes we get so focused on getting the results we seek — right now — that we miss out on a golden opportunity to differentiate ourselves between the “fast talking, gotta’ have your decision right now” types and the person we want to be that clearly conveys that we are in it to build a lasting win, win relationship with our customers.

When we start out showing that we value a person’s time (as doing the step above will do) we put ourselves in a position in the others persons mind as someone that plans on being around for the long haul. We are letting them know that we value them enough to show we appreciate their time.

That’s not to say that we shouldn’t be persistent if it takes more then one attempt to setup an appointment, but do keep in mind that there’s a balance between being persistent and pushy. Find that balance and you’ll put yourself on the path to sales success.

Is there anything else you’d like to add? I certainly don’t claim to have a lock on the ideas shared here I hope you’ll take a moment to comment.

– All the best, Josh Hinds