Earning respect and earning money are similar, in that everyone loves to have both, yet not everyone is willing to do what is required to earn them.
There is an art to selling to people so that they don’t feel they are being sold to.
The good news is that if you sell, you are someone who likes a challenge. If you have been selling for any period of time, you have found a way to sell to people and repeat the experience. Everyone, and I mean everyone, can tell when someone else is trying to sell him or her something. Selling without being a jerk acknowledges and revels in that fact—we don’t try to hide it!
As soon as you start to sell, people can tell.
OK, time for some bad news (you knew it was coming, right?). Drum roll, please . . . respect is earned! It just sounds like common sense. Yet too many of us neglect to act like we know that respect is something we have to earn in every interaction. Instead, we act as if we believe the opposite. We expect people to respect us because we are good at what we do, or because we are interesting. Unfortunately, neither of these attributes holds the key to being successful in the selling profession, or even to getting into a prospect’s office.
Respect is complex and intangible, and can be yours only if you earn it. In sales, this means suffering the slings and arrows of denial and rejection. In sales, your performance and capacity for the work are measured from a tight, almost microscopic perspective. From a distance, your career may be represented metaphorically by the image of a huge, beautiful, solid building; but the day-in, day-out perspective is more like watching each and every nail and weld be inspected the minute you put them in place.
Source: How to Sell Without Being a JERK!: The Foolproof Approach to the World’s Second Oldest Profession by John Klymshyn