This is the fifth in a series of posts about taking control of your sales destiny and achieving sales success.
Tip #5: Quit Less, Persist More
I know that you – the reader- are not a quitter. I know that you keep plugging away making your prospecting calls on a regular and continuous basis. I know that you do all the things you have to do to be successful even when you don’t want to do them, right?
But there ARE those that quit and that quit too easily and that’s why they’ve lost control of their sales destiny. There are five reasons why they quit doing the tough stuff. First, quitting is easy. Take cold calling, for example. All you have to do is stop dialing. No big deal. Nothing complex. You stop. Easy as pie.
Second, let’s face it, quitting is rewarding. Let’s continue with the cold calling example. When you quit cold calling you are rewarded because there’s no more monotony, there’s no more rejection, all your frustration vanishes into thin air.
Third, when you quit something there usually isn’t an immediate consequence. When you quit cold calling even though you haven’t reached your objective, nothing catastrophic occurs. The net effect of quitting is not readily apparent. It only shows up some where down the line when your sales pipeline is empty.
Fourth, taking action means change. You have to change your routine to take control of your sales destiny. Change is sometimes frustrating; downright hard at times. So we quit rather than change.
Finally, people quit because they don’t know how to take decisive action.
Not quitting is sometimes tough. Not quitting means having faith in your strategy (such as having faith that cold calling will yield results). Not quitting means having discipline. Easy to say, not always easy to do.
Action #1: Think about (visualize, if you will) the consequences of quitting a particular sales task or activity. Think of all the ugly, uncomfortable things that could happen on the job, with your boss, and with your career. Scare yourself. Understand the worst case scenario.
Action #2: Do the thing you dislike most first. Let’s stay with cold calling as an example. If you don’t like it, do it first thing in the morning. That way it doesn’t hang over your head like the Sword of Damocles for the entire day. (Quick: does anyone even know who Damocles was?)
Action #3: Do the thing you dislike most well. If you’re going to cold call, do it right or don’t do it at all. Doing it and doing it poorly is the same thing as quitting. Don’t kid yourself otherwise.
Persistence at tough tasks pays dividends. Over time it makes you stronger and better. Quit less. Persist more.