Most Sales Reps GIVE UP Way Before They Should

Research shows most sales reps don't keep trying after the first or second attempt. I guess after an email or two, they figure they’ve done all they can do and don’t want to keep pestering. But these aren’t the GREAT sales reps.

What kind of sales rep do you want to be?

I remember a particular deal that I was working, where the customer wasn't telling me to STOP calling, but every single month, they pushed me off. They were busy. They were in the middle of a visit from joint commission, etc. So I kept calling. I knew their equipment was really old, so it was just a matter of time. And at the end of a year, I remember the prospect telling me, "Katie, I'm really looking forward to meeting you. You kept calling but were nice, and I really appreciate that. Can you meet next week? I think it might finally be time."

Don't give up. Keep trying, even though it's uncomfortable and you feel like a pest. That's how good sales reps become GREAT sales reps. Polite persistence.

What are your thoughts? Share with me in the comments!

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