Recently, I was visiting with an account with whom I have enjoyed a long relationship. The purpose of the meeting was to present a new product I am representing that I felt would be the right fit for their business. Because of the strong relationship, we spent a fair amount of time during the call catching each up on our lives, i.e. family, trips, hobbies etc. I felt everything was going splendidly, and after presenting the products to my client, I didn’t receive the response I was expecting – “Yes Nelson, lets place an order.” In fact, I seemed to get a standard response that a sales professional might get from a newer account they didn’t know very well- “OK, I have the information and I’ll let you know.” The meeting ended shortly after, and with mutual well wishes, I was back in my car wondering what happened?? I forgot the basic tenants of sales – that’s what happened. I assumed that relationship alone coupled…
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