One of the hardest things for new salespeople to grasp is the fact that calls have to be made everyday, even when it seems as if they don't matter. It's Murphy's Law or something, but when a person is just starting out, it's tough to drum up any real interest in anything. Not to mention interest in whatever product or service you are trying to distribute.
The “pot of gold" at the end of the sales call rainbow only appears if calls are made everyday. A critical mass must be reached, and the only way to reach a critical mass is to make those calls everyday. Those calls can be phone calls or actual interactions in front of prospects; the point is that it must be done everyday. I'm sure you've heard the analogy, but much like a snowball, this is how the critical mass starts.
Does this make it any less frustrating when you are being told NO, over and over again, and not making any money? It sure doesn't, but it also doesn't make it any less true. If you're a salesperson (and who among us isn't) prospects are going to tell you NO a lot. That's just the nature of the game. This is another reason that calls must be made everyday. The more no's you hear, the closer you are to that YES.
This is all simple sales jargon, but again, it's true. The bottom line is that calls must be made every single day if you want to accomplish anything. If you're making calls here and there, you're not going to get anywhere and you'll feel like your spinning your wheels. Focus becomes a key. If staying focused isn't your strongest attribute, I would suggest getting to work on that as well. There are thousands of books and CD's on the subject, so get in there. Just make sure that while you're learning how to stay focused, you also make calls everyday, because that's where the business comes from.
It's helpful to remember what James Cash Penney said, “Salesmanship is limitless. Our very living is selling. We are all salespeople. " And never forget to make calls everyday!
Trevor Kugler - Co-founder of JRWfishing and founder of yourmoneyconnection.com Trevor has more than 15 years of business experience and currently raises his three year old daughter in the heart of trout fishing country - Montana.
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