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Stimulate Sales with Persistence
Written by: John BrennanArticle Overview: Most people think about being persistent as something used by over-aggressive sales people but that's simply not the case. You can persist without being a pest. Most salespeople (80%) quit on the first “No” and another 5% quit on number two. Remember the old saying, “Winners never quit and quitters never win”. Persistence is no more important than in a down market .
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Stimulate Sales with Persistence
From your prospect’s viewpoint, if you press for an order after they say ‘No’ because you need to sell something today, you’re pushy! On the other hand, if you press for a commitment when they say ‘No’ when they really need your solution, you're persistent. Are you pressing for your prospect’s benefit or for your benefit?
The most successful salespeople are not always the smartest or the most charismatic. They are usually the most persistent. As Muhammed Ali, the World Champion boxer said, “Success is 90 percent perspiration, and 10% inspiration”. Persist in handling objections, in following up with clients and prospects and in pursuing goals. Practice persistence.
My brother, Shane is a writer. Every year for seven years he made the long trip from Australia to the USA, trying to break into Hollywood. Six times he heard “No”. On the seventh he heard “Yes” and today he is the Executive Producer of the TV show, NCIS.
You can persist by asking questions. Ask non-threatening questions that draw out your prospect’s concerns. Try to understand why your prospect is hesitating. Demonstrate empathy by acknowledging these concerns. Offer information to reassure your prospect. Provide additional evidence and proof that your solution is the correct one for your prospect. Demonstrate your value added. Give your prospect more reasons to say “Yes” than “No.”
More often than not, the only thing standing between you and your goals is your willingness to persist.
When you are cold calling, and you get your prospect’s voice mail, always leave a message. always leave a message. Voice mail is like free advertising. Leave your sales message by all means but don't expect a call back unless they know you. In fact don't even ask for one. Tell your prospect that you are sorry that you missed them and that you'll call again later.
Try this script;
“Hello Ms. Prospect. My name is Jason Winner from ABC corp.
The reason for my call is to offer you the opportunity to evaluate for yourself whether or not our XYZ product could be of any benefit and value to you.
I’m sorry I missed you this morning but I’ll try to reach you again later.
In the meantime, have a great day”.
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Article Tags: persistence, salespeople
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- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
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Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Re: Why Some Websites Sell and Others Don’t?
- Thanks for starting this inspirational thread,am working on owning my own site.This is a vital info for me.
I will take note of this important quote as a beginner "Forget about the magic bullet that will make you rich overnight. Persistence is more important than intelligence"
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- Nice selection - especially as I was able to go through the three that interested me in a 10 minute-dead-slot before dinner time!
Persistence = constantly improving and inventing, not banging the same head against the same brick wall!
Visual.ly looks really interesting. I'll definitely check it out.
I guess you directed us to the seat belt promo for the stunning direction. I have to say, I always wear a seatbelt - except in the back of taxis...
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