“The ultimate measure of a man is not where he stands in moments of comfort, but
where he stands at times of challenge and controversy.” – Martin Luther King, Jr.
“Thrivers who run at Peak Performance understand the importance of
persistence. Without persistence, a sales person is stopped in the sales process by the
prospect or client prematurely almost every time.”
We are not talking about being over-bearingly aggressive, rather assertive or
Persistence is best summed up in these vital areas:
-Pushing through smoke screen objections.
-Addressing the objection and then assumptively asking for the appointment or
permission to pre-qualify.
-Get to the bottom line objection.
Most sales people are one or two questions away from a sale and don’t even
realize it. Thrivers, identify isolate and overcome their way to the final yes.
Pursuit of warm/hot leads.
Peak performers properly identify and categorize leads and persistently
pursue and prioritize their leads, managing leads with a contact
management system. Thrivers running at peak performance know to focus
most of their attention converting hot prospects into clients.
No leads fall through the cracks or fail to get followed up on.
Dogged determination – never giving up.
In order to thrive in this economy, embracing the persistence quality of dogged
determination and your “never give up” attitude is absolutely necessary.
One element all statistics have in common is, they all eventually gave up and
surrendered their business. One element thrivers have in common is they never