Matter of fact, I was miserable at sales in the beginning of my career. I resisted what I knew was right and instead tried to sell aggressively in a way that was not me.
This is what happened...
I was going to the offices of a key account contact. I was told in advance that the contact was ex-military and had no time for bull shit.
I was nervous. But, I practised my 'elevator pitch' and thought I had myself put together. When I walked into his office he must have immediately detected my weakness because within 10 minutes he kicked me out and told me to leave my brochures on the desk.
It was at that moment that I realized to be successful at sales really the place I need to study is psychology.
Within 4 weeks of that brutal experience where he kicked me out of his office I was so deep in a relationship with him that we were meeting on Fridays after work for beer.
I grew that account into the largest account for our company.