3 Tips for Turning Persistence Into Money

Published on January 22, 2013

The best salespeople are individuals that have been rejected repeatedly in their lives and did not let that stop them.

Why? Because persistence sells!

To be successful in selling, you MUST have persistence. Studies have shown that it may take up to seven touches or interactions for the prospect to trust you and buy from you.   However, there is a difference between persistence and being a pain in the butt.












Persistence is defined as being dedicated to finding the right formula on how to get the deal done no matter how many roadblocks you encounter.  However, it does not mean doing the same thing over and over again and getting the same result.  This is the definition of insanity.  Persistence is about moving the sales process forward.  It is about assessing what still needs to be done and executing.  It is not about bothering people without bringing value.  Being persistent does not mean to never give up.  The best sales people are like gamblers, they know when to hold them and when to fold them.  If their efforts are not generating any interest at all, then at some point it is time to give up and move on to other prospects who may be interested. If you like what you are reading and want to automatically receive our blog via email, click  here: Subscribe Via Email. 

 Here are three tips to make sure your persistence pays off so that you are not wasting your time.

1.  Define Your Goal of the Call Рevery top producer knows his sales cycle and the steps that are involved.  If you have a sales cycle of three calls, then your goal of the introductory call should be to get the first meeting, not make the sale on the phone.  If your call does not result in a meeting, then change the dialogue and request.  If it still does not result in a meeting, then move on.

2. ¬†When the customer says no, do not take it personally. ¬†Simply find out what’s missing and supply it. ¬†If that does not work, move on.

3. ¬†Timing is everything. ¬†Persistence is about being there at the right time. ¬†Staying in touch and top of mind so when the need occurs you are there for the order. ¬†It’s important to find out the right sequence of staying in touch that will be perceived as being valuable and not being an unwanted disruption.

Whatever you do, please know persistence is not doing the same thing over and over again without providing any additional value.  Each customer contact must involve greater value than the previous contact.  If it does not, then your customer will perceive your persistence as being arrogant and intrusive. Learn more about using Turning Persistence into Money in the CEO Bestselling Book Lead, Sell or Get Out of the Way