Google+

Persistence

BECOMING THE OPTIMAL SALESPERSON®

By Dan Caramanico

Persistence is a critical attribute of the Optimal Salesperson® but is often misunderstood. Most people think of persistence as that quality in a salesperson which allows them to follow up and follow up and to never tire and to never give up until they get the sale. This is a great work ethic and is one that is admirable and very useful in some professions. But it can be counterproductive and it is not what I am talking about for the salesperson. Weak salespeople with a strong work ethic will get by, but to get to the top in sales you need a different kind of persistence.

To be the Optimal Salesperson® you need to be willing to fight internal battles with that same type of persistence. When you are uncomfortable asking a question about when a prospect will make a decision, you must be persistent within yourself and ask it anyway. If you ask a prospect how much money they would like to spend and the prospect gives you an evasive answer, you want to accept it and move on to something more comfortable, like how you can solve their problem for them. But you must be persistent with yourself and fight the instinct to move on and ask a follow up question to get at the financial information you need to have. If you are not persistent on the sales call you will find yourself working way too hard for the sales you get.

Here’s a quick example. Joe asks the prospect how much money he has to spend for this project the prospect says he doesn’t know and Joe accepts the answer and ends up writing a proposal for $15,900. When the prospect gets the proposal he is shocked at how high it is and embarks on a task of calling other suppliers. Joe follows up for two weeks calling every day or so. The prospect ducks the calls or tells Joe he just hasn’t had time to review the proposal. Eventually Joe finds out that his competitor got the order.  Joe had a good work ethic but lacked persistence. Dave, Joe’s competitor, met with the same prospect uncovered the same problem and asked the same money question. But when given the same evasive answer, Dave persisted. He said “You must have a ballpark idea of what you are looking to spend, can you share it with me?” He stayed right there until he get the prospect to tell him that he wanted to be under $10,000. Dave’s persistence had  paid off. Dave told the prospect to get all of the problems solved it would be more like $15,000 but he do the critical part for about $10,000 and asked if that would be acceptable. The prospect said yes. Dave closed the deal right there and submitted the proposal the next day and got started.

If you are persistent in the right places you will save yourself a lot of work and frustration.

Dan Caramanico is a salesforce development expert and he is the author of The Optimal Salesperson® One of Selling power’s top ten books for 2010. Get his weekly 1-minute video sales tips and some free sales training:  http://www.optimalsalesperson.net/affiliate.html?w=OSP001&p=D004

REQUEST INFORMATION

Entertainment

Top Ten DVD List for August 22, 2017

  This Week’s DVD Releases by Kam Williams Top Ten DVD List for August 22, 2017                       Nova: Poisoned Water [Flint, Michigan Expose'] https://www.amazon.com/exec/obidos/ASIN/B071HG59CK/ref%3dnosim/thslfofire-20 Guardians of the Galaxy, Volume 2 [Marvel Comics Superheroes Sequel] https://www.amazon.com/exec/obidos/ASIN/B06ZXWR8C5/ref%3dnosim/thslfofire-20 Supergirl: Season 2 [Woman of Steel Battles a New Set of … [Read More its Good for You.....]

Lifestyle

Girls Trip! Head to South Louisiana for Food, Fishing, and Culture

  Girls Trip! Head to South Louisiana for Food, Fishing, and Culture By Craig Lamb Ah, the New Orleans French Quarter. The sound of jazz coming from Preservation Hall. The taste of fresh beignets and café au lait at Café du Monde. Art galleries and shopping. French, Creole and Cajun cultures. It all has the makings of a girl’s getaway vacation, with a catch, and quite literally. A short drive through the scenic marshland is Home Run … [Read More its Good for You...]

Outdoors

“X” Marks the Spot for Deer Hunting in Kansas: Welcome to Xtreme Hunts

  “X” Marks the Spot for Deer Hunting in Kansas: Welcome to Xtreme Hunts   If you are looking to dive into a quality deer hunting experience in the state of Kansas, Xtreme Hunts is the place to go. Trophy whitetail deer hunts is what this company is all about. Being established in 2011, the company first came to be in Kansas because of the massive amount of encouragement that Xtreme Hunts received from their clients in Illinois; they … [Read More its Good for You...]

Sports

College Football Arriving Soon!

  College Football Arriving Soon! by Amy Lignor   Ask any college football fan and they will tell you that it seems like an eternity waiting for the season to begin. But, have no fear, the kick-off to the college season is almost here, with Colorado State and Oregon State hitting the field on Saturday, August 26th at 2:30 p.m. ET. On the same day, fans of Oregon State and Colorado State will see an active match-up, and Portland … [Read More its Good for You...]

Travel

Going Back in Time on the Ultimate Steamboat Vacation

  Going Back in Time on the Ultimate Steamboat Vacation by Amy Lignor   Many people love taking a cruise. But it is the river cruise on that glorious steamboat that not only offers all the benefits a big ocean liner offers, but also creates a more personalized, intimate vacation experience. It is a unique recipe: being able to witness stunning landscapes, mixed with amazing history, while dining on acclaimed regional cuisine and … [Read More its Good for You...]

Real Estate

Real Estate: Refinancing Rates on the Rise in 2017

  Real Estate: Refinancing Rates on the Rise in 2017 by Amy Lignor   The term ‘meteoric rise’ usually applies to something fun. Think: A Hollywood actor who has been ‘discovered.’) Unfortunately, when it comes to this article, ‘meteoric rise’ is something that will not bring a smile to one’s face. To put it simply, if you wish to refinance your home, you need to do it ASAP. If choosing to wait too much longer, homeowners across the … [Read More its Good for You.....]

Business

The New Airline Fare to Avoid: Basic Economy

  The New Airline Fare to Avoid: Basic Economy by Amy Lignor   Whether on business or going on vacation, buying airline tickets in this day and age is getting more difficult. The most recent term in airfares is “Basic Economy.” Now, all people want to nab the cheapest flight they can get in order to save money, yet even travel agencies are now scrambling to explain to their clients that “Basic Economy” may save $30 to $50 from a … [Read More its Good for You...]

Green Living

Creating the Perfect Vegetable Garden

  Creating the Perfect Vegetable Garden by Amy Lignor   Many are still dealing with that wintery mix Mother Nature just loves to toss down from the sky this time of year. Yet, that gardener living inside the soul – the one just dreaming of the sunny skies and lazy rainy days that are must-haves in order to grow the best vegetables possible – is already jotting down the facts, tricks and tips they need to know in order to make that … [Read More its Good for You...]

Books

Book of Black Heroes

  Book of Black Heroes Political Leaders Past and Present by Gil L. Robertson, IV Foreword by Myrlie Evers-Williams Just Us Books Paperback, $12.95 80 pages ISBN: 978-1-933491-21-9 Book Review by Kam Williams “The first African-American political leaders began to serve following the Civil War...Known as Reconstruction, this period represented a window of opportunity for African-Americans... Many [Black] political leaders emerged … [Read More its Good for You...]