Action points
- Work out your hit ratio from your sales calls. If you are not failing at least 50 per cent of the time, then you are not trying hard enough.
- If the continual rejections are starting to depress you, work out what it is about them that upsets you. Then examine why the customer is saying ‘no’. It’s not that they don’t like your winning ways, it’s probably because they don’t perceive a need, are concerned about cost, or the timing is wrong. Work on fixing those reasons.
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