Sales tenacity or sensitivity that is the question?
Today a potential vendor called me for the third time on a follow up of a previous conversation regarding engaging him for services we needed. He politely suggested he didn't want to bother me, but on the other hand he wanted to be responsive.
Here in a nutshell is the sales dilemma of the ages. When to push and when to back off.
In retrospect I thought the sales person handled the conversation very well. He first reviewed our previous discussion underscoring that I had expressed some interest and suggested he contact me in a month. His approach was sensitive in asking if this was a good time and he wanted to be respectful and not bug me.
Although this was not a priority for me at the time I responded positively because he was polite and persistent. His ability to combine these two often diametrically opposed concepts was a winning approach.
I think the learning point is to tenaciously continue moving the sales process to the next step, yet respecting the client's need for pace and a comfort level to move together.
Job well done sales professional!
Copyright © 2014 Dave Neal
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