The phone rings. We answer it. It’s a salesperson we don’t know. We feel caught and now we must counter the advances of this determined seller. We are annoyed by the intrusion, angry that we’ve been made to feel uncomfortable on our time. We are in no mood to listen to a sales pitch or be gracious. We end the call vowing never to be caught again.


The phone rings. We answer it. It is the salesperson who invested her time and money to courteously introduce herself in a well written business letter delivered by Canada Post. We’re intrigued. Her letter promised a telephone call today and suggested several options that could be of value to our company. She is courteous and asks one pointed question to determine our level of interest. We ask to meet with her. The telephone call lasted 2 minutes.

Which selling model would you prefer that salespeople use?