Clip: Consistent Persistence in Sales

Clip from Episode 32: Ryan Alvord – Top Sales Professional at Paychex:

I think it’s a cliche thing to say in sales is that you’re just persist. But I think there’s really really a craft to it. I look at it from this perspective. I assume that at any point in time about 5 percent of my prospects are frustrated with their current vendor. The problem is that this 5 percent is always changing right. So it might be different every week. There might be a different 5 percent that’s interested in looking every week. So from my perspective I really need to make sure that my name was in front of that 5 percent whenever they were ready to look. So it might not be this week it might be you know two years from now but I didn’t want them to forget about me so I really had to find a way to follow up the right way consistently, persistently. And it needs to be done tactfully as well. Right. So you have to follow up in a way that’s pleasant. You can’t come across too pushy. Nobody likes that type of sales rep but you do need to stay top of mind for them so that when they’re ready to make a switch they’re thinking of you they’re going back to an e-mail that they got from you a week ago and just responding to it and say yep you know what we’re ready to look now.

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