Difficulties bring out your best qualities and make greatness possible. The superior selling performances you admire usually take place because the individual subscribes to what we call the "Fail Forward - It's Always Too Early to Give Up" philosophy. When you "fail forward", you learn from your experience. You strengthen your resolve. And, you move steadfastly toward your goals.
Generally, in today's marketplace, you have to make more than the initial contact with a prospect to get a sale and gain a client. Studies reveal that:
• 58% - more than half - of all salespeople quit completely after a single call on a prospect.
• 20% make two calls before giving up.
• 7% make three calls.
• 15% make five calls or more, and these are the stars we honor because they produce about 75% of all the business.
It's not what happens to you as a salesperson - but what you do after it happens - that makes the big difference in your selling life. It's the salesperson who uses difficulty, not the one who avoids it, who grows and goes to the top in the company.
A feature story on Fred Astaire included a quote from a critic's review early in his "sales" career. "Can't act. Can't sing. Balding. Can dance a little." Such is the story of life. Such is the story of selling. The important question is whether or not you allow difficulties to bring out the best in you. Do you "Fail Forward?" Fred Astaire certainly did!
Opposing circumstances create selling strength. Fear of opposition will help to keep you uptight, rob you of drive and take the edge off your selling effectiveness. Customer opposition and competition will make you stronger. That's why your reward for success in selling will not be what you gain from it, but rather what you become because of it.
Join the ranks of the stars in selling today - resolve to make five or more contacts with a prospect!
Good luck and good selling,
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