When you introduce yourself for the first time, guess what? The other person assumes you are human, too. Of course, the context, campaign, or relationship your business has with that person all play a role, but one thing is for certain – most of the time, prospects don’t assume you are trying to sell to them. Unless you are trying to disqualify them up front in a transactional sale, neither should you.
Relationships work best when you start by getting to know people. Help, entertain, and build rapport with them before you make any recommendations. If it’s uncomfortable for you, it probably is for them. People don’t like surprises and unpredictable interactions – we want to know it’s OK to end an interaction if it’s not beneficial. This is why Sandler training emphasizes an up-front agenda.