“If you want to be a top seller, keep making contact, keep going forward. Even when you don’t see it, go forward and make the contact.” – Meshell Baker in today’s Tip 1561
How do you show tenacity?
Join the conversation below and check out the links!
1537: The ABC’s of Sales – PREPARATION
1543: The ABCs of Sales – QUESTIONS
1550: The ABC’s of Sales – REFERRALS
1555: The ABC’s of Sales – SUCCESS
Meshell Baker on LinkedIn
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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, the Sales Confidence Igniter, is back with the next installment of her multi-part series. Here she is:
Meshell Baker: Hello and welcome to the ABC’s of Sales. Today’s letter is T for Tenacity. Tenacity is defined as the quality of being able to grip something firmly, the quality of being very determined, determination, basically. The quality of continuing to exist and persist.
Now, top sellers are the people who are able to exhibit this trait of tenacity. They are determined and do not quit on their goal when it gets hard or because things aren’t happening quickly. You see, tenacity is the quality that helps these top sellers persevere when a more reasonable or logical move would have been to retire or quit.
Having tenacity doesn’t mean that you don’t experience setbacks or obstacles, but rather in the face of those obstacles, you are not phased because you are focused on your goals and targets.
Now, I’m going to share with you some reasons sellers give up on the sale and themselves.
One, they thought sales success would be easier.
Two, they thought sales success would come sooner rather than later.
Three, they lost belief in themselves, their goals, or their reason for selling.
Four, they didn’t want to sell what they were going after in the first place.
And five, they allowed someone else to discourage them or talk them out of wanting sales success.
And six, they failed to realize that anything worthwhile takes time, patience, and action, basically tenacity.
So tenacity will provide perspective in the place of your short-term difficulties, your obstacles, your setbacks, your failures, and disappointments. It will fuel your determined focus on the quest to attain those higher goals of sales success.
So top sellers aren’t just tenacious. They are tenacious for something. That’s that target, that goal. If it’s president’s trophy, it’s a promotion. If it’s that big sale, landing the whale client, their commitment to their goals and targets helps them to look beyond an obstacle and treat it as an opportunity to improve themselves.
The challenges aren’t about you, it’s about developing your character and your quality of who you are.
Simply put, tenacity gives top sellers the confidence and determination to find a way, even if they currently don’t know how. It keeps you moving forward when you can’t see the result. Tenacity is your willingness to keep going after the sale.
So I’m going to give you some sales stats that will fuel your tenacity.
2% of sales, or should I say, only 2% of sales are made on the first contact. Only 3% of sales are made on the second contact. 5% of sales made on the third contact, and only 10% of sales are made on the fourth contact. 80% of all sales are made on the 5th to 12th contact. It takes time, patience, and persistence, tenacity. Some other stats to let you know about why it’s so important you keep following up. 48% of salespeople never follow up with a prospect. That’s almost half. 25% of salespeople make a second contact and stop. That’s a quarter. 12% of salespeople make a third contact and stop. Only 10% of salespeople make more than three contacts. So that lets you know the fruit is out there. Just keep going. Simply stated, if you want to be a top seller, keep making contact, keep going forward. Even when you don’t see it, go forward and make the contact. Have a great day selling.
Scott Ingram: For links to connect with Meshell, just click over to DailySales.Tips/1561. Once you’ve done that, be sure to come right back for another great sales tip. Thanks for listening!