Persistence Pays Off
I’m sure you have heard over and over again that most sales are made after the fifth sales call, yet most salespeople quit after the first call. In my opinion, the reason we quit can be traced back to our fear of rejection. Persistence, or not quitting after the first rejection, is one of the qualities that define not only successful salespeople but successful people in general. We are going to discuss the virtue of persistence in depth when we learn about the “10 Commandments of Prospecting” (see Chapter 6), but it may pay at this point to reflect upon some of the great examples of persistence that permeate our history books.
Many of us have heard how Abraham Lincoln lost every election but one prior to his being elected ...
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