Pick Up The Phone and Sell

CHAPTER 12PERSEVERANCE IS A SALES SUPERPOWER

The single most important mindset you can develop for selling success – and, probably, all of life – is perseverance.

For salespeople, perseverance is a superpower.

Perseverance is a mindset and a behavior, and it can improve nearly every area of our selling work.

THE DEFINITION OF PERSEVERANCE

For our purposes, a good definition of perseverance in sales is to continue to try to help customers in the midst of failure or rejection.

Let's look at the components of this definition:

To continue to try means to keep going. Keep working. Keep making multiple efforts.

To help customers is a very important way to think about what we do as salespeople. Think of your work as helping, because that is what you're doing. This small mindset shift makes it easier not only to persevere but also to do our work.

In the midst of failure or rejection means we have to keep doing the right things even when they are not succeeding. In fact, we must continue to try during failure and rejection.

Why is perseverance such an effective tool in our work?

Because more than anything else, our work is defined by dealing with rejection and overcoming it.

OURS IS A REJECTION PROFESSION

And, by necessary extension, success in sales demands that we apply perseverance in our thinking and our actions to overcome rejection.

Nobody Gets Rejected More Than Salespeople

In baseball, you go to the Hall of Fame if you fail 70% of the time. A .300 hitter is among the ...