I do sales calls as well and I agree with what Corey says. It's not about the selling in the end, its about the prospect being able to remember you, you being able to figure out a way to offer something of value and ensuring that the person likes it after you offer it to them. Prospects who act irritated are probably going through a rough patch, and I usually make it a point to call back in a month and check for a tone change, and more often than not, they will talk.

Thanks! Agreed-The follow-ups are just as if not more important than the initial call.

One thing I really hate is being sold something. I want to buy things with my own will. My impression (as someone who know nothing about sales) is sales people focus on push too much and the don't implement pull at all.

What does hacker news reader think about this? Do you also get offended by people applying the techniques explained in the article?

When I wrote this it was for people who are running start-ups or launching a new company with no prior or little sales experience.

I don't believe in lying to people or providing mis-information. As sales person, my goal is always to place all of my cards on the table and let my customer chose what they want.