--- title: It’s Not Them. It’s You. | The Sales Blog description: Your dream client won’t take your calls or return your emails. Another prospective customer takes your calls, but won’t commit to giving you time for a meeting. Still another prospect won’t agree to give you access to the stakeholders within their organization, the ones you need to build the right solution and win a deal. […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_113897485.jpg --- ### [Now booking SKO meetings for 2026/27! 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It’s You. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) January 9, 2015 Your dream client won’t take your calls or return your emails. Another prospective customer takes your calls, but won’t commit to giving you time for a meeting. Still another prospect won’t agree to give you [access](http://thesalesblog.com/blog/2014/06/24/are-you-valuable-enough-for-c-level-access/) to the stakeholders within their organization, the ones you need to build the right solution and win a deal. The more you focus on what they won’t do, the less likely you are to get the response you need. You have a strategy, an approach, and a [value proposition](http://thesalesblog.com/blog/2012/06/27/a-value-proposition-for-your-sales-call/). Your dream client has a strategy, too. Your strategy is not working. Their strategy is. #### It’s Not Them. It’s You. But if you want your client, dream client, or customer to respond differently, you have to change the stimulus. You have to change what you are doing–and how you are doing it–before they change how they respond. No one loves pig-headed stubbornness more than I do. Achieving the outcome you need by [persisting](http://thesalesblog.com/blog/2011/05/12/the-difference-between-persistence-and-nuisance%e2%80%94the-sales-blog-mailbag/) is a critical attribute for people who succeed. But doing so without changing your approach isn’t. You provide a stimulus. You receive a response. That response is feedback. When what you are doing fails, try again. But also try something different. #### Ch-Ch-Ch-Ch-Changes They won’t return your call? Change the message. Change the value proposition. Deliver coffee (try it). Won’t respond to email? [Pick up the phone.](http://thesalesblog.com/blog/2014/10/13/the-sound-of-your-phone-not-ringing/) Call someone else. Find someone to make an introduction. Send a calendar invite with a note asking them to send back times that work better if they are unavailable. Can’t get the commitment you need? Change the ask. Do a better job explaining how your dream client benefits from saying yes and improve the value proposition. You produce the results you want when you recognize that the only thing you have any power to change is you. Change your beliefs. Change your actions. Change your results. ###### Tags: [Productivity](https://www.thesalesblog.com/blog/tag/productivity) [2015](https://www.thesalesblog.com/blog/tag/2015) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on January 9, 2015 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![maximize-productivity-ebook-v3-1-cover (2)](https://www.thesalesblog.com/hs-fs/hubfs/maximize-productivity-ebook-v3-1-cover%20(2).jpg?width=768&height=994&name=maximize-productivity-ebook-v3-1-cover%20(2).jpg) ### Maximize Productivity Being productive means getting important things done. The big stuff. The stuff that moves you toward accomplishing your biggest, most important goals. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/faff89b7-a7a5-474e-9a53-68c41c02cd55.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/faff89b7-a7a5-474e-9a53-68c41c02cd55) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-06-15T6:25:32 PM", "datePublished" : "2015-01-09 21:13:33", "description" : "Your dream client won’t take your calls or return your emails. Another prospective customer takes your calls, but won’t commit to giving you time for a meeting. 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