Be quick and efficient once you are speaking with the right person, so you can make more calls, set up more meetings and submit more proposals (and so they don’t quickly tire of you).
Be assertive but not too pushy. Be very polite—say “yes ma’am/sir,” “yes please,” “thanks,” and “I appreciate your help.”
Contact multiple people at the same company, if that’s what’s necessary to close the deal; nevertheless, don’t appear as though you are trying to go behind the back of your primary contact. There isn’t always a clear chain of command for service provision, and nobody will be offended if you politely push a good deal through the bureaucracy. Always have a positive or neutral tone of voice, even in negative, frustrating situations.
