"I don't like that person -
I think I need to get to know him better."
- Abraham Lincoln
Is that your attitude when it comes to customer relationships? You can see why Lincoln was a skilled politician...his attitude was right on target, even when it came to people he might not necessarily be drawn to right away.
In sales, as in politics, shunning a customer or a prospect because 1) you don't like their personality, 2) don't think they have the money to do business with you, 3) are in the "wrong part of town", or 4) rubs you the wrong way...all of them are bad motives.
There is something good in everyone, but you need to look hard for it sometimes. But that's not a reason not to do business with them.
However, I've seen more than my share of sales professionals walk away from good potential business relationships simply because they don't "like" the other person. Hey, guess what: This isn't high school. You aren't passing notes in your home room, and your customer isn't going to ask you to the prom. It's a professional business relationship, and you need to grow up and act your age when it comes to being patient with your customers, even when they don't return the favor to you at first.
Source: http://www.landingthedeal.com/2006/07/abe_lincolns_customer_relation.html
