In talking with many sales reps this week I'm hit with two words that come up when I talk with the most engaged, most passionate, and most financially successful. These two words are tenacity and optimism (with a reality check).
1 - Tenacity:
n : persistent determination [syn: doggedness, perseverance, persistence, persistency, tenaciousness, pertinacity]
\Te*nac”i*ty\, n. [L. tenacitas: cf. F. t['e]nacit['e]. See Tenacious.] 1. The quality or state of being tenacious; as, tenacity, or retentiveness, of memory; tenacity, or persistency, of purpose.
Louis Pasteur was quoted as saying:
Let me tell you the secret that has led me to my goal: my strength lies in my tenacity.
2 - Optimism
\op-tuh-miz-uh m\1. a disposition or tendency to look on the more favorable side of events or conditions and to expect the most favorable outcome.
One rep told me that since his prospect didn't call back they must not be interested. I asked him how he knew this. He said it is obvious. If they were interested they'd still be communicating.
Whoa - that is putting a negative spin in your brain without facts.
Fact is that you don't know, so why assume anything other than what you know?
You know that there is no definitive answer. But it's easy to let this trip you up. I have fallen for it occasionally too, and I teach people how NOT to do it.
Here's what you do -
Believe that your products and services are helpful to the buyers you are contacting. (Are they? If they are not, you should not be selling them.) If you clearly know that you can help a business or an individual with your company's services, then it is upon you to follow-up until you understand what the situation is.
Chances are they don't see a strong value for them so you may need to build a better case for why your solution, and why now.
Keep a realistic eye open so that you're not proposing amazing things that will never happen - wrong prospect or wrong value proposition.
Say to yourself, if I were the buyer, how would I have felt about my approach, professionalism, and offering? This is a good time to do a quick self-evaluation.
Then, knowing that you are professional and are proposing something that adds value, be tenacious in your follow-up. How you do that and how often will be in an upcoming post.
For now, see more ideas about tenacity by reading about another word we love in sales, GRIT.
Lori Richardson is recognized as one of the "Top 25 Sales Influencers for 2013" and one of "20 Women to Watch in Sales Lead Management for 2013". Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Subscribe to the award-winning blog and the “Sales Ideas In A Minute" newsletter for sales strategies, tactics, and tips in selling. Increase Opportunities. Expand Your Pipeline. Close More Deals.