Four Words: Massive Rejection Equals Success.
A top producer is the person who hears the most ‘No’s. To realize profitable weekly sales results, every customer ‘no’ should push you and get you closer to a sale.
“Some people fold after making one timid request,” says Jack Canfield, “They quit too soon. In sales there are usually four or five ‘No’s before you get a ‘Yes.’ If you are not moving closer to what you want in sales (or in life), you probably aren’t doing enough asking.”
A perfect, if not unlikely, sales training manual to prepare you for the rejection you are sure to encounter on your way to a challenging 2014 is Green Eggs and Ham by Dr. Seuss.
Sam-I-Am is the main character trying to convince his friend to taste an unfamiliar plate of green eggs and ham. Unfazed by the constant series of refusals he receives, Sam-I-Am simply offers the same product again and again, only in a different package—in a boat, with a goat, in a box, with a fox, etc. The point? A master salesperson never hears ‘No.’ Winners focus on selling, not on not selling.
The second character of Seuss’ book (the customer) is unwilling to try anything new with Sam-I-Am. He constantly says ‘No’ even though he admits to never having tried green eggs and ham. The customer finally decides to taste-test the product just to appease the salesperson. To his surprise, he loves green eggs and ham—a win-win!
Take a lesson from this children’s book. Are you as effective and determined in sales as Sam-I-Am?
Become a “Sam-I-Am” sales professional. There are plenty of leads and sales opportunities in 2014! Become a sales expert who combines basic, time-proven sales techniques of plain ole fashioned raw-bone perseverance with presentation adjustments, and puts them into practice with each new day.
Remember: Massive Rejection Equals Success!