Sales Training - Persistence
Steve Martin (not the comedian), in research for one of his
excellent books on selling, did research on persistence. He found "Less
than 10 percent of top
salespeople were classified
as having high levels of discouragement and being frequently overwhelmed with
sadness. Conversely, 90 percent were categorized as experiencing infrequent or
only occasional sadness."
Persistence is a topic that too often does not find its way into
the sales training course. We tend to get too busy with product knowledge,
prospecting, asking questions, presenting and closing sales. But without a high
degree of sales persistence you will never achieve your goals; personal,
professional or financial. In our company's sales training sessions we
routinely talk about hard fought battles and what it took to overcome and win.
If you want to be in that top 90 percent, do
not quit selling:
· Until your prospect's check is in your competitor's bank
account. And then look for other opportunities in the account.
· Even after weeks or months of limited or no sales success. If
you continually do the right things, with the right product, you will make
sales. Guaranteed.
· When your prospect says, "Don't call us for a
while," ask what will be different then.
· When they have thrown every objection and stallin the book at
you. Visualize those objections and stalls as bullets bouncing off your chest.
Every single day you must work to separate yourself from the
average sales person. Every day you have a new chance to succeed and be an
excellent, professional salesperson. It isn't easy. But when things aren't
going your way, you must persevere and make that next call. You must get
back up and swing again and again and again. You must:
· Learn.
· Practice.
· Deliver over and over again. Every day.
To be a home run hitter in sales you can never give up and feel
sorry for yourself. Period. There is no crying in baseball and there is no
crying in sales.
Sales Homework - List
five professional selling activities you do persistently. If you can't think of
five, now is a great time to create them and put them into practice.
1.____________________________________________________________
2.____________________________________________________________
3.____________________________________________________________
4.____________________________________________________________
5.____________________________________________________________
Sales Managers - Coach
your team to persevere and have resilience. This is what coaching is all about
- bringing out the best in every one of your players. If they're down help them
up. And then kick 'em in the butt to get them going again.
Learn about this concept and 261 or sales training lessons at http://www.training.sales-getters.com - A Sales Getters approach to being a
Professional Salesperson.
Sales Getters Sales Training Course is a sales training course
with 262 sales lessons; one for each day of the business day. Each lesson is
delivered in a powerful 33 minute session that focuses on applicability to the
learner's product or service with effective reinforcement. Sales Getters Sales
Training Course also includes 52 lessons design exclusively for sales
management.
