Ten Biggest Mistakes Salespeople Make: Mistake #4

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Ten Biggest Mistakes Salespeople Make: Mistake #4

Encourager-In-Chief: November 30th, 2016

The lack of persistence

Someone once asked Harvey Mackay when he stops calling on a prospect. I love his answer. He said, “It depends on which one of us dies first!”. He definitely has the right attitude for making sales calls today. I am continuously referring business prospects to my coaching clients, yet frequently, when I follow up with them, they’ve only attempted a phone call, but have not reached the actual party. This is not acceptable if you want to be a success in business!

If you set out to make a phone call, don’t quit until you reach your party. It might take 10 or 20 phone calls. I once attempted to reach an important decision maker at a printing company with whom I had not previously spoken. It took me 19 attempts to get him on the phone. After he became my customer, it only took one year for his company to become my largest client.

One way to make sure your phone calls are completed is to keep a phone log—something simple that you can keep on the seat of your car while traveling or on your desk until you’ve completed all of your sales calls. Keep the person’s name and phone number handy. Make a note when you call and whether or not you left a message. Know how many times you called and the times of day you called. I encourage you to vary your call times to improve your odds of reaching the person.

In case you don’t realize it, the fact that prospects are hard to get is actually good for you. If you have to work this hard to introduce yourself to a new prospect and are successful in landing his or her business, there’s a strong likelihood that your new contact will not take the time to return phone calls from your competitors. It all comes down to who has the greater commitment to following up and following through: you or your competition. This is one area in which you do not want to finish second.

Don’t mistake the difficult for the impossible.
- Unknown source

I encourage you to checkout my Sales Mastery audio program which also includes this lesson in greater detail.

Sales Mastery

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