| While we often want to use sales techniques that | | | | To illustrate this point, years ago I was selling auto |
| are quick and easy, persistence is a critical and all | | | | service at a high-line dealership. One of the |
| too often forgotten sales skill to practice. The | | | | services we offered was on-site dent repair. It |
| frustrating part of it, of course, is that we often | | | | was fast, easy, and cheap. I was a believer in the |
| don't know when the pay off is. We have to learn | | | | service and offered it to every client who needed |
| to trust the sales process. | | | | it. One particular gentleman with a glaring dent in |
| In other words, some days, weeks, months we're | | | | an otherwise flawless vehicle kept saying no. Over |
| grinding away on our sales pipeline and it feels as | | | | the course of two years he said no nine times. It |
| if we're getting nowhere. Prospects aren't calling | | | | got to be an inside joke between the two of us; |
| us back, they ignore repeated emails, or they just | | | | however, I sold him on the tenth try, which also |
| keep slipping through our fingers. It's helpful to | | | | happened to put me into my accelerator |
| remember that this is sales. This stuff happens | | | | percentage for that month - no joke. |
| and always will. It's the natural progression to | | | | You never know when your payday is going to |
| success, although it may not feel like it. So, while | | | | come. Trust the sales process and keep moving |
| it's great to learn new sales techniques, we need | | | | forward. |
| to keep chugging along. | | | | |