I have the unique perspective of being both a salesperson as well as a buyer in the businesses that I help manage. Today, I got a call from an advertising sales rep wanting to know if we were interested in advertising on an industry related website. Like the other 25 times he's called over the past two years, I told him "no, thank you."
He'll call back again next month, I know it. And you know what? Next month, I might buy from him. I've been close a few times, but it just hasn't been the right fit for our budget. It's not this guy's fault...it's nothing he's doing wrong...it's just a timing issue on my part.
And yet he keeps calling. Asking me if I want those green eggs and ham...
...remember the Dr. Seuss classic? "Green Eggs and Ham." If you haven't read it, or need a refresher course, I'd recommend raiding your kid's bookshelves and see if you can get a copy. It's a marvelous sales lesson, actually. Gotta give it up to Sam...that guy was persistent.
And, in the end, after "asking for the sale" around 30 or 40 times, his prospect buys it...and discovers he LIKES it! He LIKES green eggs and ham!
One of these days, because that sales rep is persistent, I'm going to give him the business. There's no doubt in my mind.
Here's the problem with most bad salespeople (you'll know them when you see them on the last day of the month tomorrow...they're the ones with beads of sweat on their foreheads worrying about keeping their job for another month after failing to hit quota again): They aren't persistent. They don't ask for the sale over and over and over again. They give up too easily.
The guy that I said no to today is a good salesperson. He'll keep at it...he understands that its not him, its me. I'm busy, and I'm not focusing on what he's saying. One of these days I will, and its his job to keep putting himself in front of me so that I can say yes.
You need to do the same thing. Never stop asking for the sale. Follow Sam's lead!
Dan,
Great post; I made reference to it over at the InsureMe Agent Blog. My question to you, however, is, don't you ever get annoyed with this guy for calling month after month?
As someone who writes for sales professionals (specifically those in the insurance industry), I have a hard time telling people to hound prospects until they land the sale. Or do you think it all comes down to tact and a good sales instinct?
I'm interested to hear your thoughts on the difference between being persistent...and being annoying.
Posted by: Megan Mahan | June 20, 2006 11:21 AM | Permalink to Comment