Learn from your KIDS

One of the first thing I learned in SALES about 16 years ago was people do not always GET what you are trying to sell right off the bat.  In addition, they might not be in the mood, want to hear about it and or really deal with what it is your are trying to talk to them about.  Its not because they don't like you or your breathe smells etc.  Its just BECAUSE.  When you call on customers or email them or send them a post card whatever and they do not respond or blow you off don't take it personal.  THEY (other sales professionals) say that it will take 5 -7 attempts with some prospects for them to give you the time of day.  Take your KIDS for instance, how many times do they ask you over and over and over again for say ice cream and you tell them, not now now right now in a little bit or after dinner.  But eventually they will get the ice cream cause they were persistent.  It is the same (but slightly different) in SALES.  One of the best techniques of using persistence the correct way from my perspective is to follow up with your prospect from time to time with something outside of what you are trying to sell them.  For example, you call on Mr. Jones a few times to discuss your solution for Anti-malware and he takes your call and speaks to you about his needs etc but just will not take a meeting just yet.  The next time you follow up with him send him an email and maybe wish him a happy holiday or happy birthday or send him an article on something he likes to do or maybe just check in with him and ask him a favor.  A favor such as, Mr Jones I know you have been working at your company for a long time and my friend was looking to work for you guys, what is it like working for ABC company?  This stuff might sounds corny but I am telling you it works.  If you change things up a bit and build a report with him your willingness to be PERSISTENT and be somewhat HUMAN (salespeople still have a bad wrap and it drives me crazy) it will eventually pay off.  Just like it does with our KIDS.  They are the best salespeople!!!!!

Shawn