Close Close
Popular Financial Topics Discover relevant content from across the suite of ALM legal publications From the Industry More content from ThinkAdvisor and select sponsors Investment Advisor Issue Gallery Read digital editions of Investment Advisor Magazine Tax Facts Get clear, current, and reliable answers to pressing tax questions
Luminaries Awards

Life Health > Annuities

The fine line between persistence and impatience

Your article was successfully shared with the contacts you provided.

A salesperson recently reached out to me to see if I was interested in learning about a product he felt would help my business. His email caught my attention, so I agreed to a telephone call. I mentioned that it would be several weeks before I would have time to speak with him. He asked me to give him some times when I might be available.

As often happens, business took over and I was not able to respond immediately. That was on a Tuesday.

On Thursday, he sent me an email that looked an awful lot like the previous one. On Friday, he sent me another email requesting that I send him some days and times to connect. What do you think? Was this persistence or impatience?

You might disagree with me, but I think he was being impatient, not persistent. From my perspective, he was focused on his agenda, which was to secure a meeting. And I respect that. However, it was evident that he was not considering the fact that I was very busy. Had he waited three or four days before he sent his final email, it wouldn’t have come off as stalking. But, because he reached out three times in just four days, I changed my mind. His impatience lost him a sales opportunity.

There is a subtle but significant difference between persistence and impatience. Make sure you don’t cross that line and alienate your next interested prospect.

Sign up for The Lead and get a new tip in your inbox every day! More tips:

Kelley Robertson helps sales professionals master their sales conversations so they can win more business at higher profits. Get a free copy of “100 Ways to Increase Your Sales” and “Sales Blunders That Cost You Money” at


© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.