Most salespeople believe that they don't have a choice, either. Worse yet, they have been taught to believe that nothing takes place of persistence. That price of success is dogged and determined tenacity.

There is a fine line between being persistent and being obnoxious. Perhaps most misunderstood and underutilized secret to selling anything is to understand critical role that timing plays in successful sales. You see, customers and prospects buy when they are ready to buy, not when salespeople need to make a sale. Not when they are worn down by pesky salespeople.

I'll bet that whenever you have made a successful sale, no matter what you sell, there are certain essential characteristics that your new customer had. Here they are: · A need for your product or service · An awareness of need for it · A sense of urgency about obtaining it.

It was not your dogged determination to pursue them to end of earth to either (a) create a need, (b) make them aware of it or (c) create a sense of urgency that made them buy. In fact, I'll suggest this to you. If, after three attempts to secure an appointment with a prospect you are still getting brush-off, find another prospect!

Invest your time with right people. But you're probably asking this: "How do I make sure my non-responsive prospect doesn't buy from a competitor while I'm out talking with someone else?"