Sales tips for the aspiring rock star!

Saturday, December 6, 2008

Play #2 The Sanders Study Of Persistence

We've all heard the statistics that it takes 5-9 touches in order for a prospect to feel comfortable enough to take an appointment with us. Whenever I address a group of sales professionals I ask them if they feel the numbers are accurate and very few seem to agree. Some tell me less, some tell more and if you're like me, you'd just like to know what the magic number is.

Let's just say that it turns out that the magic number is in fact 9. Do I give up after 9? Is this prospect useless after 9? Do I suck if it takes me 150 touches? I was reading an article by someone in my industry who says he removes companies from his list after 4 attempts. Lot's of conflicting opinions, huh?

Time for a story.

Once upon a time, there was this retiree who received his first social security check and it was not enough for him to make ends meet. He faced the music and decided he needed to get back to work, but what could he do for a living at his age? All he had was a family recipe so he decided to take action. He went to a local Diner and offered to give them the recipe for free in exchange for a percentage of every meal they served with his recipe. He was quickly turned away. He went to the next eatery and was told "no" there as well. He kept at it and next thing you know 100 no's, 200 no's. He began sleeping in his car travelling all over the US and soon hit 300 no's, 500 no's, 1000 no's. When the smoke cleared, he took 1009 no's and then something magical happened on the 1010th attempt . . . a YES!

The man's name . . . Colonel Sanders founder of KFC!

So, as the experts cling to studies from Dartnell or Gitomer, I cite a study by Sanders (Colonel Sanders that is) which states that the answer is clearly Whatever It Takes! I believe there are similar studies by Thomas Edison, Abraham Lincoln and most of today's top business icons!

Today's Reflection: "No" is not a door slammed shut for all eternity; it simply means NOT NOW!

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Paul Castain is the Vice President of Sales Development for Consolidated Graphics (CGX) one of North America’s leading general commercial printing companies. Paul has over 25 years of sales and sales leadership experience. He has trained, mentored and coached over 3,000 sales and sales leadership professionals. An accomplished public speaker, Paul has delivered numerous key note addresses. He has authored numerous training manuals, articles, blog posts and is currently working on his first book for release in 2011. Feel free to email Paul This has been a paid announcement by the friends of Paul Castain!

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Paul Castain's Sales Play Book is blog dedicated to strengthening our sales game, supporting rock star development and developing jedi like skills. All that is required is a willingness to learn and a sick sense of humor!

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