The best possible selling posture to take is proactive. That's why cold calling still offers many advantages. There is no doubt that there will be rejection and failure associated with cold calling, but it is still the best method to generate new sales. Everybody has great days and terrible days. Sales people are human and will at times, harbor negative feelings and experience days filled with dark moments.
Customers are no different.
It is important to maintain respect for their schedules, pressures, moods and personal space. Quite often sales people will encounter customers who attempt to control the entire sales process. The sales person feels quite helpless to do anything but endure the situation to get the sale. This form of game playing by the customer is often symptomatic of a much deeper problem. Perhaps the customer can t or won t buy for a variety of reasons they chose not to disclose or they have a need to dominate or intimidate the sales person.