“So by staying consistent, what my main goal is to have that person think of me first when the time is right to buy.” – Jill Ammon in today’s Tip 298
Do you have consistency and persistency?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. This clip comes from my most recent interview on the Sales Success Stories Podcast where I talked with Jill Ammon. Jill has been the number one Account Executive at Continuum for the last 5 years running. Here’s what she had to say when I asked her about what contributed most to her success:
Jill Ammon: My family would say, I’m a natural-born salesperson. I say “No” because I don’t fall into some of the typical stereotypes, but I think a lot of getting to where I am today really is just my driving work ethic, which I have to attribute that to my parents. They taught my sister and I very well from a young age that you have to be motivated to get, get any place in life. You can’t sit back and let it come to you. So a lot of that is with the consistency and persistency. So I am constantly making my calls, running through my sales cycle, working my pipeline, and basically if someone tells me “No” today, but they don’t tell me to get lost, then I’m going to reach out to them in the future. So by staying consistent, what my main goal is to have that person think of me first when the time is right to buy. So with consistency and persistency, I like to walk on the borderline of not stalking the customer, but always having them know that I’m there when needed. So I don’t want to be that annoying salesperson that they’re going to hang up and dread my calls. They told me to follow up in six months from now, I’m putting a note in Salesforce and I’m following up with them in six months from now. And you know that might turn into the conversation at that point. Or they might say, “Hey, if you don’t mind, I’m not quite ready yet, could you try me back in another month or two?” I’m here to work on their timeline and I think that’s really been the main focus of how I’ve been able to be a top performer year in and year out.
Scott Ingram: To hear my full interview with Jill, you’ll find that in episode 80 of the Sales Success Stories podcast, or as always you can click over to DailySales.Tips/298 where we’ll have links for you, and a picture of the giant banner recognizing Jill that hangs in the Continuum office.
Then be sure to come back tomorrow for another great sales tip from Jeff Bajorek.