Fortunately or unfortunately "we" as humans are extremely impatient in nature. This can be a good thing and a bad thing depending on personality and the situation. Salespeople automatically get a bad RAP and when you put this together it can be an ugly recipe.
However there are ways to make sure you stay out of the muck and in the channel. Go over and beyond for sales!!! Always keep in mind that your customer is hiring you as an advisor to assist him or her in making a decision on what solution to implement. But remember there might be other solutions that you can help with that are intertwined with the whole picture. Make sure you find these out. It will bring a whole new spectrum to how the customer views you as his advisor.
Another piece of advice is make sure you are always on time, respond to email faster than competition which means right away, finish proposals when you say you are going to, always treat them to lunch or dinner, always be polite even though you may want to snap and this might seem as NOT important but this one is HUGE. Never and I mean never ever be rude to the Admin, Secretary and or Executive Assistant. They hold the keys to the kingdom. Oh and one more thing, more and more men are becoming Admins so never stereotype. You are done if you do.
Go over and beyond always for customers. Don't get caught in the daily grind and slack off. You will lose sales and lose value in the face of your customer. Happy Selling!!!
