Patient Determination

June 21, 2011

“Patience and perseverance have a magical effect before which difficulties disappear and obstacles vanish.” — John Quincy Adams

Recently, within the Sales & Selling Innovators Network on LinkedIn, someone asked:

 How might a sales person  be persistent enough—-but not importunate nor bothersome at the same time?

The Right Follow-up Strategy:

There sometimes is a fine line between persistence and stalking. My rule of thumb is to err on the side of patient determination–by being creative, professional—-while always reminding myself regarding how I feel when pursued by someone following up, “touching base” or “checking in.”

When I’m a Prospective Buyer:

Striking the Proper Balance: There are times I express interest in a particular product or service, but for a number of reasons I may not be ready to buy when the sales person initially calls or emails me; however, a few weeks or months down the road when I AM ready–only the persistent sales professional will get my businessnot the one that gives up after calling or emailing me once or twice.

At the same time, the overly-pushy, aggressive hunter who shows no genuine interest in understanding my needs, or cannot fathom how my schedule or other factors might require me to wait, or whose clamorous, one-note pitch is excessive and burdensome, will not earn my business either. (If I start thinking that I’d prefer a root canal without any local anesthetic than hearing from you again–it’s over)!

Sending reminder emails coupled with interesting content–and a once every 2-3 week brief “checking in” phone message is OK.

Patient determination enables the sales professional to demonstrate he/she is neither a quitter, nor a predator. Try it–in my experience your career will have staying power–and over time you will close more sales than ever before.

America's Leading Biz Dev.. Consultant

John A. Fallone - Biz Dev. Consultant, CEO - Traininguru

Feel free to email me at jarfallone@gmail.com, call me at 203-274-6098 or click CONTACT US for more information.

Traininguru - Grow Sales--Lower Costs

"Our Biz Dev. Focus is YOUR Biz Dev."

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One Response to “Patient Determination”

  1. Doris Levy Says:

    Patience coupled with persistence is a winning combo. Excellent, John!


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