“People who persist, have a plan.” Meshell Baker in today’s Tip 1707
How persistent are you?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Meshell Baker, our favorite sales confidence igniter and authentic selling crusader is here to help kick us off this abbreviated work week. Here she is:
Meshell Baker: Hello. Today, I want to talk to you about the payoff of persistence. First, I want to share with you three reasons why persistence is beneficial to your sales success.
One, it fortifies your plan. People who persist, have a plan. Let me say it this way. You will not persist if you do not have a plan. If you do not have something that you are strategically doing on a consistent, ongoing basis, some plan or process that you’re following, you will not persist because you will become frustrated, you will start to have low morale, and you will not see the investment of time. It just feels like overwhelming. I’m just doing a bunch of things that don’t work. So having a plan, you will work it and you will keep persisting interesting because you know that the plan is taking you to the point of your success.
Two, it helps you to overcome rejection. People who are able to overcome objections from sellers, rejections, and difficulties, it’s because they consistently persist and they build up their emotional mastery, their emotional intelligence, their emotional muscles, so they stop telling the story that this is hard, this is difficult, this is unfair, this didn’t work out. They understand that no just means not now, not never, and they keep going. So it builds you up.
Number three, you maintain pipeline discipline. People who persist are always adding people to the pipeline. They’re constantly prospecting, they’re constantly building relationships, and they understand that the more people they have in the process of a pipeline, the more likely they’re going to get a yes, and also the more likely they’re going to get a no. And they don’t worry about it because they’ve hedged their bets.
Now, I’m going to give you six reasons or six ways to build your persistence.
One, set right expectations. So when you over-expect things and you haven’t clearly that plan we talked about, you will not succeed. So create a right expectation for closing the deal for the work that you’re doing. Talk to someone if you’ve never done this so you can build out something, a strategy, a goal of what you’re looking for so you know what your target is.
And then understand your larger goals. So you have the expectations of your success and how you want to feel and what you want to create and why you want to create it. Now, what’s the big picture goal? What is the thing that your target you want to hit in that next year? At the end of 2024 is where we’re headed right now. Or it might even be, what do you want hit now at the end of 2023? Never say never. You can close a deal in this next week or two. So what is going to motivate you to persist and keep going? So know what those goals are.
And then you break it down into daily tasks. What are you doing every single day to deliver some prospecting, move people through the pipeline and the process of closing deals? What are your daily activities? How many hours do you spend everyday prospecting, following up, doing emails, making sales calls? If you have that blocked on your calendar, everyday sales success is assured.
Then gratitude is huge. If you’re not stopping to look at and remind yourself why you’re doing this, you will get a sense of overwhelming frustration. So always think about the big picture and the gratitude for the process that you’re in.
Number five, have a backup, a failure plan. So you’re not planning to fail. Just what happens when things don’t go well? What happens if someone says, no, who do you call? What do you do? Where do you go? How do you debrief yourself and look at how to go back and do it differently? How do I say and take what I’ve learned from it? When you fail or fall, if you do not have a plan in place of how you’re going to back up or how you’re going to reach out to have someone help you get back up, you will stay down.
And number six is have a support system. Who is your accountability partners? Who are your coaches? Who are your leaders? Who are your guides? So having a support system of people where you learn from, where you share what you’ve learned, where you glean from other people’s wisdom, where you have guidance, where you have somebody pull you up and look at the big picture and give you feedback, someone where you celebrate, with. That support system is very important in sales. Sales is one of these jobs that it will drain you emotionally, spiritually, mentally, financially, financially, physically. So having support system in place so you constantly are building yourself up, reminding yourself of your why you’re doing this, and having people to celebrate with is huge. Celebrate your win, celebrate with your learning. Have a great day selling.
Scott Ingram: For more from Meshell, including the transcript of this tip, click over to DailySales.Tips/1707. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!