This post started with a different title, but
I didn't think that the other one would cause people to read it. Maybe I'll do an A/B test. (Probably won't.)
Let's get right to it.
You're in an elevator with a 6'7" huge guy and you politely ask, "Hey, Fatso, can you give me a little room here?" He punches you in the nose and leaves on his floor and you're wondering why he hit you.
You walk into your boss' office and in a very nurturing tone, tell him, "You know....You're really doing a crappy job running this company." He fires you and you're sitting on the curb wondering why he fired you.
You're walking down the street with your wife when you notice a very attractive woman walking toward you. You give her a "Hello there" wink and a smile. She smiles back and you watch her walk by, turn your head, watching her until she's out of sight. When you finally right yourself, Bam! Right in your nose! and you wonder why your wife did that.
It's pretty easy to answer these questions. Let's move to the sales world.
What keeps you up at night? I sleep great!
What's your budget for this endeavour? Money's no object.
Who will decide? I'm the one.
You send a 'helpful' email with links to resources and they reply with "Where's the unsubscribe button?"
In each of these sales world scenarios, it's easy to ask the same question, "Why did they do that?"
May I suggest a better question that might help you get more desirable results?
Ask yourself, "What did I do/say that caused them to respond the way they did?"
Here's the reason. Newton's Third Law says that "When one body exerts a force on a second body, the second body simultaneously exerts a force equal in magnitude and opposite in direction on the first body."
Whatever reaction you get to anything that you do in any situation, you caused it.
If it was good, do it some more.
If it could be better, do something else next time.
If you don't know or you don't know what to do, talk to me. Maybe it's easy.