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Thursday, 11 August 2011 09:31

If At First You Don't Succeed

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You have probably heard the expression "If at first you don't succeed try, try again." This adage was created many decades ago and it remains true to this day. And even though many sales people understand it, they make a fatal mistake

-they use the same approach even though their original approach was not effective.

It is critical to keep trying in the face of adversity when you don't get your intended result. After all, persistence is a key sales skill. And although many sales people are persistent, they tend to use the same tired techniques.

Successful sales people know the importance of persistence, but the key is to change your approach or strategy with each prospect every time you contact them. You also need to consider the frequency of your contacts. While it is important to maintain regular contact with new prospects as well as existing customers, you can easily wear out your welcome if you call people too often especially if your prospect has no need for your product, service or offering when you contact them. When you are trying to initially connect with a decision maker, you should call three times in the first week, twice during each of the next two weeks, once a week for the following month and then monthly after that.

While it may seem like overkill, the key is to leave a different message every time you call. Leaving the same voice message won't get your call returned, and using the same strategy with every prospect won't help you differentiate yourself from your competition.

It is essential that you modify your approach or change your strategy, especially in today's challenging times. The approach you used last year will not generate the same results this year. So, what approach WILL work? Unfortunately, no single approach will be effective. In this economic climate, you need to customize your approach with every new prospect.

Effective persistence means keeping your name in your prospect's mind by using different strategies and techniques. Varying your approach will help separate you from your competition. You can use email, voice mail, snail mail, letters, postcards, web conferencing, and social networks such as LinkedIn, Twitter, and Facebook. The key is to develop a series of approaches with each one delivering a different message.

Remember this saying, "If at first you don't succeed, try, try again."

Kelley Robertson, author of The Secrets of Power Selling helps sales professionals close more deals so they can reach their sales quotas and targets. Receive a free copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter at www.Fearless-Selling.ca . Kelley conducts workshops and speaks regularly at sales meetings and conferences. For information on his programs contact him at 905-633-7750 or This e-mail address is being protected from spambots. You need JavaScript enabled to view it .

Read 2015 times Last modified on Thursday, 11 August 2011 14:01
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