--- title: Wait Them Out | The Sales Blog description: Sometimes winning your dream client means that you have to wait someone out. A few years back, we identified a dream client. They were custom built for us; we were the perfect group to do breath-taking, jaw-dropping, earth-shattering work for them. But, no matter how we tried, the decision-maker wouldn’t even give us an audience. To […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-shot-2011-04-15-at-10_19_39-PM.png --- ### [Now booking SKO meetings for 2026/27! Learn more](https://www.thesalesblog.com/authority) [![Iannarino The Sales Blog](https://www.thesalesblog.com/hubfs/2021%20Website/Images/ai-logo-web.svg) ](https://www.thesalesblog.com) - WIN AT SALES - The Sales Environment - [ Sales is broken ](https://www.thesalesblog.com/sales-is-broken) - [ Modern sales ](https://www.thesalesblog.com/revenue-growth-blueprint) - Sales Resources - [ Blog ](https://www.thesalesblog.com/blog) - [ Podcast ](https://www.thesalesblog.com/blog/tag/the-anthony-iannarino-show) - [ Live Training Events ](https://events.thesalesblog.com) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ###### Live Training Events ### Upcoming training events & workshops [![Sales Accelerator Training](https://no-cache.hubspot.com/cta/default/2922376/cda2541c-e77c-44de-9752-0a68716d50e9.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/cda2541c-e77c-44de-9752-0a68716d50e9) ###### Online Training Platform ### Sales Accelerator [![Revenue Growth Blueprint](https://no-cache.hubspot.com/cta/default/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6) ###### #1 Resource ### Revenue Growth Blueprint - [ BLOG ](https://www.thesalesblog.com/blog) - [ SPEAKING ](https://www.thesalesblog.com/speaking) - SALES TRAINING - [ Sales Accelerator + Monthly Webinars Bundle ](https://www.thesalesblog.com/sales-training-events-bundle) - [ For Individual Reps ](https://www.thesalesblog.com/individuals) - [ For Teams ](https://www.thesalesblog.com/sales-accelerator) - [ Events & Other Programs ](https://events.thesalesblog.com) - [ Hire Anthony to Speak ](https://www.thesalesblog.com/speaking) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) - [ EVENTS ](https://events.thesalesblog.com) - [ BOOKS ](https://www.thesalesblog.com/books) - [ ABOUT ](https://www.thesalesblog.com/anthony-iannarino) - [ CONTACT ](https://www.thesalesblog.com/contact) - Hit Sales Targets [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ###### LIVE TRAINING EVENTS ### Upcoming virtual training events & in-person workshops ###### Improve your win rates [![Speaking](https://no-cache.hubspot.com/cta/default/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279) ###### Keynotes & Workshops ### Hire Anthony to Speak @ Your Event # Wait Them Out ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) April 15, 2011 Sometimes winning your [dream client](https://www.thesalesblog.com/blog/can-you-build-sales-with-only-dream-clients-the-sales-blog-mailbag) means that you have to wait someone out. A few years back, we identified a dream client. They were custom built for us; we were the perfect group to do breath-taking, jaw-dropping, earth-shattering work for them. But, no matter how we tried, the decision-maker wouldn’t even give us an audience. To her credit, she knew enough about us to know that if we were allowed in that we would make a compelling case for change. So, she blocked us. For seven years she blocked us. Seven. We tried, unsuccessfully, going [above our obstacle](https://www.thesalesblog.com/blog/moving-vertically-north-and-south-through-your-sales-process) to the directors and executives of the company, knowing that they had business challenges that we could improve. We knew some of them, but couldn’t gain any ground. We tried finding our way in with stakeholders, a number of whom gave us an audience, but couldn’t move anything forward without this decision-maker—even though these stakeholders weren’t getting the results that they needed. This decision-maker had enough power, and she sat at the crossroads of all stakeholders both above and beneath her on their organization chart. And so we waited. But waiting doesn’t mean not taking action. #### Undeterred, Ever Forward Undeterred, we continued to call. We continued to [nurture](https://www.thesalesblog.com/blog/the-nature-of-nurture) the relationships we were able to develop, and we continued to build our case for change. Over time, we built a consensus around our solution with a team of our dream client’s people, minus the obstacle. At this point in the story, you’re probably thinking to yourself that all of this work over this long period of time finally forced her to relent. I would that that were true, but it would be incorrect. Our work did nothing to move her or her organization during the time she was there. But then, one day, suddenly, she was gone. Our obstacle of a decision-maker had left her position to take another position somewhere else. Upon learning this, we ratcheted up our efforts and within weeks we were approved and doing business with our dream client. We had waited her out. Was it all of our efforts in building the relationships and the consensus around a solution during that time that eventually made it easy to win the business? Yes. But that is only part of how we won the business. #### Never Quit! The other part of how we won the business is equally important—maybe even more important. She expected us, like so many others in our space, to give up and find an easier target. She expected that at some point we would go away. She expected us to [quit](https://www.thesalesblog.com/blog/who-made-you-quit). She was wrong. There are some cases where turnover is a trigger event. If you would have your dream client, know that it takes grit, it takes [determination](https://www.thesalesblog.com/blog/a-short-story-on-the-power-of-persistence), and it takes a [long view](https://www.thesalesblog.com/blog/taking-the-long-view-in-sales). #### Questions When do you give up pursuing your dream client? Who has the power to make you quit? How determined are you to win your dream client? What actions should take now, knowing that it will take time—maybe more than you expect—to win your dream client? ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2011](https://www.thesalesblog.com/blog/tag/2011) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on April 15, 2011 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) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/c9f553be-fbba-4813-9199-95c1603472e7.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/c9f553be-fbba-4813-9199-95c1603472e7) ## 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" : "2024-09-11T10:45:03 AM", "datePublished" : "2011-04-15 22:39:30", "description" : "Sometimes winning your dream client means that you have to wait someone out. A few years back, we identified a dream client. They were custom built for us; we were the perfect group to do breath-taking, jaw-dropping, earth-shattering work for them. But, no matter how we tried, the decision-maker wouldn’t even give us an audience. To […]", "headline" : "Wait Them Out", "image" : { "@type" : "ImageObject", "height" : 16, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/Image/favicon.ico", "width" : 16 }, "mainEntityOfPage" : { "@id" : "https://www.thesalesblog.com/blog/wait-them-out", "@type" : "WebPage" }, "name" : "Wait Them Out", "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "height" : 24, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/TSB/images/TSB%20Logo%20Dark.svg", "width" : 228 }, "name" : "The Sales Blog" } } ```