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

Entertainment

Top Ten DVD List for June 27, 2017

  This Week’s DVD Releases by Kam Williams Top Ten DVD List for June 27, 2017               The Lodger [Alfred Hitchcock Silent Film] https://www.amazon.com/exec/obidos/ASIN/B06XP1WFQF/ref%3dnosim/thslfofire-20 Trespass [25th Anniversary Collector's Edition] https://www.amazon.com/exec/obidos/ASIN/B06XHR8T93//ref%3dnosim/thslfofire-20 Money [Heist Gone Bad Crime … [Read More its Good for You.....]

Books

Gil’s Goodwill!

  Gil Robertson The “Book of Black Heroes” Interview with Kam Williams Gil's Goodwill! For nearly three decades, writer/author Gil L. Robertson, IV has used the written word to enlighten, empower and uplift. The one-time political organizer initially made his mark in entertainment journalism, penning over 50 national magazine covers and contributing bylines to a wide range of publications that include the Los Angeles Times, the Atlanta … [Read More its Good for You...]

Art

The Day After the Day Of

  The Day After the Day Of by Paul Ilechko   The sky sheds its tears. This morning is the morning of the day after. The day of mourning, the day after the day of.  I beseech the sky to shed tears in order to wash away the tears on my face.   This is the first day of the time after. This is the beginning of a new time, the days of pain, the days of sorrow. We are in mourning. The sky looks down and sheds its tears for … [Read More its Good For You...]

Real Estate

How to Hire a Winner in Real Estate

  How to Hire a Winner in Real Estate by Amy Lignor   You want to buy that new house because the twins are on their way. Little Betty and Little John are already there, but who knew you would have even more so soon? What’s that? Oh…well, of course, in order to buy that new home with four bedrooms instead of two, you will also need to sell your present homestead in order to get the money needed to start paying on a new one. And, of … [Read More its Good for You.....]

Lifestyle

Ejogo’s Largo!

    Carmen Ejogo The “It Comes at Night” Interview with Kam Williams Ejogo's Largo! Carmen Ejogo has established a distinguished career in both feature films and television. She is best known thus far for her leading role of civil rights activist ‘Coretta Scott King’ opposite David Oyelowo in Ava DuVernay's universally acclaimed SELMA as well as being singled out for her ‘mind-blowing’ lead role as Sister in SPARKLE alongside … [Read More its Good for You...]

Outdoors

Fishing for swordfish in Louisiana? You bet

  Fishing for swordfish in Louisiana? You bet by Craig Lamb The Mississippi River delta and surrounding offshore waters are without a doubt some of the richest fishing waters in the world. Venice, Louisiana, is the hub for reaching the richest saltwater game fish waters in the U.S. Yellowfin tuna. Snapper. Grouper. Wahoo. Dolphin. Marlin. And lately, there are swordfish. If you want to experience the latest hot trend in Louisiana … [Read More its Good for You...]

Sports

You Don’t Have to be Greek to be a “Zorba” Fanatic

  You Don’t Have to be Greek to be a “Zorba” Fanatic by Amy Lignor   No, the sport is not called ‘Zorba’, but it most definitely fits for this article’s title. This most unusual sport is actually called ‘Zorbing’, and has caught on like wildfire across the globe. And now, seeing as that the NBA has wrapped, with Golden State proving that they were determined to make amends for last season; and with the NHL closing up shop for the season … [Read More its Good for You...]

Business

Add Value with Summer Home Renovation Projects

  Add Value with Summer Home Renovation Projects by Amy Lignor   There are a whole list of summer activities for you and the kids planned. Most of them, of course, you want to be nothing but fun, such as grilling outside on the patio or swimming in the pool. However, having the backyard pool and patio are two things you really need in place before either of those activities could be enjoyed. And building this area could be a great … [Read More its Good for You...]

Travel

Finding Relaxation in the Most Remote Locations of All

    Finding Relaxation in the Most Remote Locations of All by Amy Lignor   It is a fact that the largest travel locations are also beyond popular. Among the downsides of this fact is that when you’re looking for peace, quiet, and basically a chance to do nothing more than spend time with yourself and, perhaps, one other best friend, the most popular places don’t offer that. In other words, it is the most remote (sometimes most … [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...]